If Prospects Can’t Find You, You Don’t Exist: You. Must. Be. Marketing.

January 30, 2017

Empty pipeline. Anemic pipeline.

I’m guessing one of these is a pretty good description of what yours looks like right now.

We survey readers on our website, asking them what their biggest agency challenges are and 42% of respondents say it’s the pipeline.

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Winning and Losing in Sales Is Hugely Dependent on Your Marketing

July 11, 2016

Insurance agency growth is largely dependent on the marketing + sales combination. And if you think “RFPs to the carriers” when you hear “marketing”, then it’s time to step away from the insurance vernacular of promoting yourself as a middleman.

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6 Insurance Marketing Ideas Your Agency Needs to Embrace

May 30, 2016

Like it or not, and believe it or not, marketing is the first step of the modern selling process. The first face-to-face meeting between buyer and sales person is so far down the buyer’s journey of researching options that waiting until that meeting to influence the buyer puts you in a very weak and reactionary position.

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Your Insurance Agency Marketing Strategy is Completely Backwards

May 23, 2016

People don’t respond to your marketing efforts because you’re trying to appeal to a broad audience, and when you try to do that, you actually end up appealing to no one. It may sound counterintuitive, but I promise you, a generic marketing strategy not only doesn’t appeal to a wide audience, it actually alienates a good part of your potential buyers, and specifically, your most important buyers.

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Improve Insurance Agency Marketing & Selling by First Defining Your Brand

May 09, 2016

Marketing is rapidly separating successful, growing agencies from the pack. As I’ve explained in an earlier article about the critical importance of insurance agency marketing, it is no longer a nice-to-have, but has become a must-have for sales success and business survival.

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It’s Time to Reimagine Your Insurance Agency Marketing Message

April 11, 2016

I work in a very dangerous place. No, it’s not dangerous in the way that may first come to mind; it’s dangerous because one of my favorite pizzerias is on the first floor of my building. Yeah, THAT kind of dangerous.

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Creating A More Effective Marketing Message for Insurance Agencies

April 04, 2016

I was at the gym the other day and saw one of the funniest t-shirts: it said, “World’s Okayest Brother”.

I’m not sure why I found it so funny, but I found myself laughing about it more than once. I probably found it funny in the absurdity of the guy so loudly proclaiming his mediocrity. I mean, who does that?!  ; )

Oh wait, there’s a very good chance that you do. I’m dead serious.

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Online Communication Requires High Trust in Employees

January 18, 2016

Having online, instant access to any company we want to know more about has had such a significant influence on the way companies must now behave and make decisions. This access to information has completely changed the way we approach marketing and client communications and clearly it can be a scary thing for insurance agencies not used to being open about their operations and ideas.

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Hey Insurance Industry, Wake the #@$& Up!!

December 14, 2015

In the insurance industry, sometimes we need a carrot; sometimes we need a stick; sometimes we need a ridiculously strong cup of coffee (as advertised above) to wake us up.

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Insurance Agency Marketing Will Be 2016’s Differentiator

December 01, 2015

Insurance agency marketing and branding will emerge as the clear point of delineation between agency competitors this year. It’s going to create ripples through agencies and the industry like we’ve never seen before, and it will be the single most critical contributor to agency success.

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