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What I realized – what maybe some other managers responsible for sales teams have realized – is that simply telling salespeople what to do doesn’t work. That’s not learning, and it’s a mistake to pretend it is – not just for salespeople, but for anyone in the organization. Learning is about optimizing performance.

Lazy. Narcissistic. Entitled. The way they’re often portrayed in the media, it’s no wonder that Millennials sometimes get a bad rap. And while there are of course individual exceptions, these broad generalizations about Millennials simply aren’t true.

Standard agency procedures for handling claims, cancellations. endorsements, renewals, etc. must be established and all agency personnel (including agents) must be made aware of them.

According to Pew Research center, anyone born between 1981 and 1996, who will be ages 22-37 in 2018, is considered a Millennial. As a millennial working in insurance, my age is actually something I avoid bringing up, like the plague.

We are currently at a point, where we should be discussing how Millennials have shaped the workforce, rather than what will happen as they enter the industry, because Millennials have been shaping the industry for a number of years now.

With cyber breaches more prevalent than ever, whether it’s Sony, Yahoo, a community college, or your local bakery, it is abundantly clear that cyber threats affect us all.

Despite the opportunities, specialty products are often underpromoted. Yet they offer multiple ways to cross-sell to current policyholders while creating a steady flow of new prospects. Here are four tips for boosting your business.

Getting up and leaving a prospect is almost impossible for a salesperson to consider. Why would you ever want to give the impression that you are going to walk out the door?

A year ago in this magazine, I introduced the most dangerous threat no one is talking about in the insurance industry—cybersecurity—and why that was great news for your business. For every four business owners who walk into your agency, three will not be protected against cybersecurity risks.

Independent agents wear many hats — you deal with the everyday struggles of operating a business, the marketing and recruiting aspects of building sustainable growth, and also servicing ongoing client needs. With all of those roles demanding your immediate attention, it can be difficult to find time to manage the security of your clients’ information.

The number of years someone has spent in sales does not guarantee success today with a prospect who has just walked in.

Here are a few timely and relevant E&O loss prevention tips you can start using immediately to keep yourself protected while conducting business.