All the headlines from our Sales Topic Page, ordered by recency.
Mar 9 2009 // I consistently hear from agencies: “Can you give me ideas to make my phone ring more often?”This tells me right away that the agent associates sales activity with actual sales. Consider how much revenue an...
Mar 9 2009 // San Francisco-based Wells Fargo & Co. announced its management team for the combined insurance businesses of Wells Fargo and Wachovia Corp. Reporting to Dave Zuercher, group head of International and Insurance...
Feb 22 2009 // Managing an independent insurance agency in the current hard economy and soft market requires agents to set priorities. In the Jan. 28, 2009, issue of Insurance Journal, Juan Andrade, executive vice-president for sales and...
Feb 22 2009 // Managing an independent insurance agency in the current hard economy and soft market requires agents to set priorities. In the Jan. 28, 2009, issue of Insurance Journal, Juan Andrade, executive vice-president for sales and...
Feb 22 2009 // Juan Andrade and Jonathan Bennett have been named as interim co-leads of the Property and Casualty Operations of The Hartford.Their appointment to those interim positions follows the departure of Neil Wolin, president and...
Feb 22 2009 // Managing an independent insurance agency in today’s economy and soft market forces agents to set priorities. Juan Andrade, executive vice-president for sales and distribution at The Hartford, who oversees his...
Feb 22 2009 // Independent insurance agencies remain reliable employers even in these rocky economic times, but even they have to cut back occasionally.Whether due to efficiencies from technology, the lingering soft market, the...
Feb 22 2009 // The year 2009 has begun and our nation’s business communities have their backs against the wall. No segment of the economy is without its worries and perils. Daily the mass populous decides how to spend their hard...
Feb 9 2009 // Senior Market Sales, Inc. has partnered with CalSurance (Brown and Brown of California, Inc.) to offer errors and omissions insurance at discounted rates for life and health insurance agents who do business with Senior...
Feb 8 2009 // In this hard economy coupled with the soft market, most agencies expect sales and revenues to go down. Even the best performers feel the downward trend in premiums.According to Juan Andrade, executive vice-president for...
Feb 8 2009 // Liberty Mutual Group is throwing in the towel on direct distribution of insurance to middle market businesses. Because it couldn’t beat independent agents and brokers — who dominate sales in this segment...
Feb 8 2009 // In this hard economy coupled with the soft market, most agencies expect sales and revenues to go down. Even the best performers feel the downward trend in premiums.According to Juan Andrade, executive vice-president for...
Feb 2 2009 // Brownyard Group, a program administrator providing specialized insurance coverage for select industry groups, has launched new customized web-based tools for the firm’s agents and brokers to help enhance sales.The...
Feb 1 2009 // To mark the start of its 20th year of publishing, Agency Ideas (www.agencyideas.com), an industry sales and marketing newsletter, has redesigned its Web site.The newly revamped Web site enhances usability for visitors and...
Jan 22 2009 // Liberty Mutual Group is throwing in the towel on direct distribution of insurance to middle market businesses. Since it couldn’t beat independent agents and brokers — who dominate sales in this segment —...
Jan 11 2009 // Top 100 Agency Profile RANKING: No. 7 Agency Name: The Hylant Group Headquarters: Toledo, Ohio Year Founded: 1935 Additional Locations: 11 other offices in Michigan, Indiana, Illinois and Tennessee 2007 Property/Casualty...
Jan 11 2009 // The first part of this two part series described the self-analysis of the agency’s book that must precede the development of an effective sales and marketing plan. This is accomplished by reviewing each...
Jan 6 2009 // Four Mutual sales agents with Mutual Benefits Corp., a viatical and life settlement company, for their alleged involvement in a scheme that officials say raised more than $1.25 billion from more than 30,000 investors...
Dec 21 2008 // In today’s soft market, transforming your agency to a sales culture is no longer optional.Like most agency principals, I know that quality service is critical to customer loyalty and business retention. But in...
Nov 30 2008 // It is that time of year again; time to develop the firm’s annual sales and marketing plan. This is an essential element of strategic planning. Many carriers want to meet with the agency owners to set the game plans...