Agency Blog

Your Cowardly Ways Cheat Your Clients-- And Your Prospect Pipeline

August 07, 2017

Let’s start with some deductive reasoning –

  • As a producer, writing new business is your primary goal
  • Writing new business means you have to get in front of qualified candidates
  • You can’t get in front of qualified candidates if you don’t spend time prospecting
  • But, the more time you spend searching for prospects, the less time you have to spend with active prospects and clients
  • Bottom line, it isn’t enough to just spend time prospecting, you have to be efficient with that time
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Snake Oil by Any Other Name is Still Snake Oil

July 31, 2017

I’m sure they are well intentioned, but there are way too many industry “thought leaders” out there promoting myopic solutions to the ever-growing challenge of insurance agency growth. In many ways, their “easy button” ideas are the advice equivalent of snake oil.

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Are You a Skinny, Fat Producer?

A neighbor once told me that she had recently gone to the doctor and he described her as one of the skinniest, fat patients he had. I asked, “What the hell does THAT mean?” 

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Your Lifestyle (Business) is Killing You

July 17, 2017

The Achilles heel of the insurance industry is that too many agencies have been built and run as a lifestyle business and the owners refuse to let go.

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Promoting Someone Else's Products is a Seriously Lame Way to Market Your Insurance Agency

July 10, 2017

People don’t buy what you sell. They buy you and your ideas. And when all you talk about are your products, you’re losing potential buyers.

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Who Picks Up the Tab?

June 26, 2017

Independent insurance agencies are in a tough spot. Never has it been more difficult to run a successful, profitable agency. Clients are more demanding, 4th quarter is a nightmare, additional investments have to be made, and, on top of all that, bonuses/commissions are getting cut.

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That Revenue Problem Doesn’t Go Away Just Because You Don’t Look at It

June 19, 2017

There is an old saying that “revenue cures all problems”. It’s easy to appreciate the spirit of that adage, but way too often the “wrong revenue” makes the problems even worse. It’s the toxic relationship independent insurance agencies have with revenue/compensation that is the biggest contributor.

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If Sales are Stagnant, You Probably Have a Marketing Problem

June 12, 2017

Marketing has taken on a critical new role for insurance agencies, and understanding what that role is, how it impacts your business, and what you need to do about it is simply table-stakes for successful businesses. It’s not a nice-to-have anymore, and it’s time to decide that you’re either going to commit to it, or you’re going to become increasingly irrelevant to potential buyers. Your choice.

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Business Math 101 – The only course that counts

June 05, 2017

If there’s one goal all businesses have in common, it’s profitable growth. But, while we all work towards that goal every day, we all know it doesn’t just happen.

While the goal is elusive and challenging in its pursuit, it is a simple formula that drives the results.

(X)(Y) + Z = Profitable growth

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Who Benefits Most from the Work You Do?

May 30, 2017

Think about that question for a few minutes and let it really sink in. Because not everyone will get high benefit from the work you do best. And you aren’t the best at everything. So, we need to find a match between what we do best and those who need the things we do.

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