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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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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Has Your Sales Process Become a Driverless Car?

May 01, 2017

We are all well aware of the huge shift of power in the "sales process." Gone are the days when the salesperson was in control. Now the buyer reigns supreme. Sure, there are many factors that have influenced the shift, but there is definitely one primary factor: Access to information.

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Insurance Sales: A Relationship Business or Not?

April 17, 2017

Insurance advisers are definitely in the sales business, but is this a relationship business, as well?

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You Can’t Make This SH*T Up!

March 20, 2017

I received a call from a client (a benefits broker we'll call Joe) asking for some advice. He wanted to talk about a prospect he was looking to close, but who had just called him with a question that left him shaking his head.

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Prospects Won’t Give You Time? – It’s Not Them, It’s You

February 27, 2017

We spend a fair amount of time and energy training insurance producers. Of course, given that it is their agency owners who engage our services, some producers come into training more excited to be there than others. To be fair, some would rather be anywhere else but sitting there with us for two days of training; we call these folks “hostages."

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Your Price-Product-Service Message is Killing You!

February 20, 2017

In so many ways, the sales game has changed. Well, to be fair, the buying game has changed, but too many salespeople still take the same old, tired approach.

By now, I hope you are aware that buyers are doing most of their research online and mostly have their mind made up before they are even willing to meet with you.

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Put on Your Big Boy Pants

January 03, 2017

I don’t know about you, but I am so tired of the whining and excuse making.

  • “Selling is SO hard these days.”
  • “I can’t get anybody to take a meeting.”
  • “They don’t even open my email.”
  • “Nobody will answer their phone.”
  • “I don’t think they even listen to voicemail.”
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