All the headlines from our Sales Topic Page, ordered by recency.
Aug 6 2001 // If you are like most owners of retail agencies, you get tired of hearing about this new marketing tactic called “branding” that will someday revolutionize the way you are supposed to market. Too many marketing...
Aug 6 2001 // It’s been said that convincing a property/casualty salesperson to adopt a really new idea is somewhat akin to inducing an elephant to make a right-angle turn.However, perhaps the good news is that p/c cold calling...
Jul 3 2001 // Levels of e-business developmentDespite the desire to deepen customer relationships, reduce costs and develop new sources of revenue, few have gone far in terms of creating distinctive web-enabled services. To date, only...
Jun 25 2001 // How do most agencies get new business? The answer is usually from referrals. Business generated this way is great—it’s already “half sold” and the new client’s perception of the agency, products...
Jun 11 2001 // Not surprisingly, compensation continues to be the single largest agency expense. The average independent agency in the U.S. spent between 62.2 percent and 66.3 percent on compensation in 2000, according to The Middleton...
Jun 4 2001 // Not surprisingly, compensation continues to be the single largest agency expense. The average independent agency in the U.S. spent between 62.2 percent and 66.3 percent on compensation in 2000, according to The Middleton...
May 21 2001 // Contrary to some rumors, BrokersPortal is not going out of business.It is, however, taking on a new look as it restructures operations and positions itself to be a major player. With a new investor and a new company on...
May 14 2001 // A century ago, agents found customers where they gathered—at church, their place of business or the local watering hole downtown. This marketing strategy still works today—only now many agents are going through...
May 14 2001 // The Independent Insurance Agents of Texas’ annual convention set for June 14 and 15 has a new look this year. This year’s event, at the Marriott Rivercenter in San Antonio, will be a jam-packed two days of...
Apr 23 2001 // Four years ago, we wrote an article for Insurance Journal that outlined what we called the “Producer Dilemma.” This article follows up on what has been a chronic problem of finding good producers for the...
Apr 9 2001 // Traditional p/c agencies may consider a life department for increasing profits, retentionInsured households carry more coverage than ever before, but at the same time, the insurance industry is reaching fewer U.S....
Mar 26 2001 // Circumventing independent agents. Under-mining agents’ sales. These are phrases that don’t set well with SAFECO CEO Mike McGavick. And it’s no wonder. Appointed as the man to turn the struggling...
Mar 26 2001 // Members of the Certified Professional Insurance Agent (CPIA) Society enjoyed a valuable National Sales & Marketing Education Conference March 7-10 in San Diego’s balmy climate. Attendees had the opportunity to...
Mar 19 2001 // Circumventing independent agents. Undermining agents’ sales. These are phrases that don’t set well with Safeco CEO Mike McGavick. And it’s no wonder. Appointed as the man to turn the struggling...
Mar 19 2001 // Selling personal umbrellas is a nuisance, yes?Some agents say, “Forget the $15 or $20 commission; it’s the perception of value-added service to the client. It helps round accounts and keep accounts. And a lot...
Mar 14 2001 // Members of the Certified Professional Insurance Agent Society attended an educational National Sales & Marketing Education Conference March 7-10 in San Diego.With a smaller-than-anticipated turnout, attendees had the...
Mar 5 2001 // A new Conning & Co. study reports that the majority of property/casualty insurers did not have a guiding Internet strategy when developing their websites and only a few insurers use the Internet effectively to...
Feb 26 2001 // Selling personal umbrellas is a nuisance, yes?Some agents say, “Forget the $15 or $20 commission; it’s the perception of value-added service to the client. It helps round accounts and keep accounts. And a lot...
Feb 22 2001 // A new Conning & Co. study reports that the majority of property/casualty insurers did not have a guiding Internet strategy when developing their web sites and only a few insurers use the Internet effectively to...
Feb 5 2001 // Redefining the insurance industry is no small task. Just ask Rick Maloy, president of InsureHiTech, a company that has great hopes of changing the agency management system of every insurance agent, broker and carrier in...