Agency Operations

Insurance agency consultant Chris Burand sheds light on the fallacious opinion held by some agency owners and even some agency consultants that a bad producer is better than no producer at all. Burand puts this to the “dollars and sense” test. (Yes, I know it says “sense.”)

According to research the average person has a total of 24 minutes a week to dedicate to learning. Our current insurance education system doesn’t cater to this reality. The industry needs to adopt “micro learning” as an alternative to the current multi-hour sessions. State DOIs tend to have issues with this concept; this article addresses…

The qualified lead ratio tells the agency if their database of leads is beneficial or wholly useless by answering the question, what percentage of leads in its database are good leads and which ones are just names taking up memory space? In simplest terms, the qualified lead ratio tells an agency how beneficial its prospect…

According to the experts, our industry is in almost immediate need of nearly 400,000 new workers due to retirements and other transitions. However, many hiring managers say the industry is having the same problem it has always had – insurance is not sexy. Well, I beg to differ! Insurance is the sexiest profession out there!

The Wall Street Journal has taken an interest in some of the new(ish) insurance products now available such as “Active Shooter” policies, Tuition Insurance, and Cyber coverage.

The title pretty much says it all. Are you a “many” agent focused on the price-based easy sell or are you among the few who understand that insurance requires a consultative approach?

Agency owner compensation should be based on productivity and management responsibilities. Equal pay is not a requirement among agency owners.

Following a horrific natural disaster, agents must plan on receiving calls from angry insureds. Knowing the angry calls are coming is the first step toward managing them. Storm victims need to feel some level of control to move through and past the “inventory” / “reaction” stage. Knowledge allows a feeling of control. Provide clients as…

Agents live and work in a wondrous world. Everyday offers opportunities, some taken, and some missed. But the most entertaining part of any agent’s day is their interactions with their clients. Without clients, you have no business; likewise, without clients we would have nothing to laugh about.