A very high percentage of agencies have a common complaint: the lack of production staff capable of growing the agency’s book of business. Many agencies ask us for assistance finding producers. But producers are HARD TO FIND. And we think we know why.
In order to compete against the direct writers, we must direct our advertising and marketing toward the most important aspects of the clients’ insurance protection. That is, of course, integrated coverage at a fair price with CHOICES that can only be afforded by a professional that offers a variety of products and coverage options. This…
Most experienced agents have found themselves saving some money when they have good sales months in expectation of lean months ahead. Why is that? Why is it that some producers NEVER seem to have lean months. Their major complaint is that they are busy all of the time. The busy producers are those who have…
During our 20 years in consulting, Agency Consulting Group, Inc. has identified several ceilings above which an organization can not grow without severe hardship – or extensive changes. We call these points the Glass Ceilings because we can see the benefits of growth beyond them but we can’t seem to break these invisible barriers. In this…
Most desirable prospects are deluged with offers for insurance. Another letter or call will not differentiate the agency from all others. A sales letter sent in bulk is NOT a marketing program. Prospects are more likely to do business with agents with whom they’re familiar and comfortable. Knowing this, how do you implement an effective…
Do advertising and marketing work? The short answer is a resounding, “Yes!” The real questions are how do you know which advertising campaign or marketing program works best and how do you measure their success? As John Wanamaker said, “Half the money I spend on advertising is wasted, and the trouble is I don’t know which half.” This…
The Asset Protection Model (APM) is a radical change in agency operations and relationships with both current and prospective clients. It converts agencies from price-driven quote machines always trying to ‘get it cheaper’ as a method of gaining clients to relationship-driven businesses becoming true consultants to their clients, whether the APM agency writes the insurance…
Like many sales consultants with many years of experience under their belts, we have found that there is no “free lunch,” the IRS is NOT here to “help” us, no, he WON’T still love you in the morning — and “Get Rich Quick” schemes in sales are a sure-fire way to spend your time and…
Many agents don’t do a good job of explaining to clients just how much value-added service they provide. Sometimes you must lift the water to their lips because they have tasted bitter water before – they don’t know that you offer them sweet water. In this article, I’ll provide six “Arrows in your Quiver” that…
I respond to marketing calls, letters and telemarketers for insurance purposes. Yes, I am that guy who actually does this. But I respond to these campaigns because I desperately want to find agents and other insurance professionals who actually follow up on their marketing programs. So far, the results are dismal….
