All the headlines from our Sales Topic Page, ordered by recency.
May 23 2005 // During the summer of 2004, ISU Curry Insurance, a commercial insurance brokerage, was looking for a way to keep track of its 6,000 contacts.The answer came with the introduction to an Act! consultant who unleashed the...
May 23 2005 // James Robinson Huber has been appointed senior vice president and regional executive, Southeast Region for ACE USA, the U.S.-based retail operating division of The ACE Group of Companies. Based in Atlanta, Huber will be...
May 9 2005 // Family Follows Sinclair ‘No-Quote’ StrategyDavid Sinclair, founder and president of Sinclair Insurance Group, Inc., is entering a new phase in his business life, relatively speaking. Sinclair has built three...
May 9 2005 // Insurance is frequently a complicated product to buy as well as to use. So, it’s not exactly shocking when a prospect or an insured complains. These events are a permanent part of the insurance reality. The...
May 9 2005 // When I stepped from the hot sunshine and left the traffic speeding along Sarasota, Fla.’s busy Bee Ridge Road into Al Purmort Insurance Agency Inc.’s cool air-conditioned lobby, it was like taking a step back...
Apr 18 2005 // A few years back, while leading a seminar, we asked the audience to see if anyone had an employee incentive plan. One person raised his hand and proudly said: “I do. If they work hard they get to keep their jobs,...
Apr 4 2005 // There are two classic reasons why consumers change insurance providers: a lower premium and a profound lack of appreciation. Agency management can only do so many things about the premiums they proffer. But there is always...
Mar 7 2005 // Sales generated by property/casualty customer service representatives are the least risky, most profitable of all agency activities. They generate the easiest of all new commissions and help to keep rivals out of the...
Feb 21 2005 // Year by year, it becomes increasingly challenging to secure appointments with new prospects. Therefore, it also becomes essential that you convert most prospects into sales. Yet studies indicate that even senior agents...
Feb 7 2005 // The last Oldsmobile, painted a commemorative dark cherry red, rolled off the assembly line in April 2004. During its 107-year history, the company produced more than 35 million cars and pioneered innovations like...
Jan 28 2005 // The Hartford Financial Services Group Inc. reported a 37-percent increase in fourth quarter 2004 net income to $620 million, or $2.08 per diluted share, hitting an all-time quarterly record.Net income in the current period...
Jan 27 2005 // The American Insurance Association and the Property Casualty Insurers Association of America have joined independent agents in criticizing a report on the use of contingent commissions in personal lines insurance by the...
Jan 4 2005 // The Agents Council for Technology (ACT) has published a multi-part report on the ACT Web site to help independent agents and brokers build a sales-driven agency culture and implement disciplined sales processes using...
Jan 3 2005 // To remain in business, agents need to derive as much revenue as possible from every current insured, at the least possible cost. This is particularly the case now that the structure of the classic contingency commission is...
Jan 3 2005 // The last Oldsmobile, painted a commemorative dark cherry red, rolled off the assembly line in April 2004. During its 107-year history, the company produced more than 35 million cars and pioneered innovations like...
Jan 3 2005 // The last Oldsmobile, painted a commemorative dark cherry red, rolled off the assembly line in April 2004. During its 107-year history, the company produced more than 35 million cars and pioneered innovations like...
Jan 3 2005 // The last Oldsmobile, painted a commemorative dark cherry red, rolled off the assembly line in April 2004. During its 107-year history, the company produced more than 35 million cars and pioneered innovations like...
Jan 3 2005 // The last Oldsmobile, painted a commemorative dark cherry red, rolled off the assembly line in April 2004. During its 107-year history, the company produced more than 35 million cars and pioneered innovations like...
Dec 6 2004 // When one buys something tangible of any complexity, it usually comes complete with a hard-to-open box, endless packing materials, and an owner’s manual for handy set-up and reference. These helpful little booklets...
Nov 22 2004 // Austin, Texas-based National Alliance Research Academy has published the third edition of their producer compensation study, Producer Profile: Compensation, Production, and Responsibilities. This study surveyed over 400...