Blog + Magazine

Articles from the Commercial Advantage issue focused on growing an independent agency’s book of business through commercial lines and client engagement.

The spread of COVID-19 has completely upended the way we live, work, and socialize. In particular, the hospitality industry has suffered significant hits as states across the country have imposed lockdown or limited contact regulations, ending in bars and nightclubs closing.

While online CE programs are not new, the focus on them, as with all virtual communication, has intensified in recent months as the pandemic has forced industries to leverage new and existing technologies to maintain operations. With in-person training and testing on hold indefinitely in most places, producers who have historically relied on face-to-face resources to complete training are now turning to specialized providers of online education to complete their CE requirements. 

Social distancing is leading to a continued surge in RV sales. Here are some tips and tools to take advantage.

Every salesperson has a comfort zone. Their comfort zone is that earning level at which not much more than the bills are paid. Many salespeople, unfortunately, get stuck here for the rest of their careers. The reason they remain stuck is nothing more than the fear of failure.

hese are interesting times when determining the value of an insurance agency. The insurance industry has the potential to fare better than others during an economic downturn because insurance is not a discretionary spend in most cases. The compulsory nature of many lines of insurance is a significant factor that positively impacts the retention of customers and premium, regardless of the economic condition.

At the end of the day, you can close more sales two different ways: you can talk with more prospects, and you can get better at the sales process. And while you can only hold so many calls and meetings in a day, you can constantly improve your sales skills and sales process.

From the Front Line: In today’s environment, many independent P&C agents are increasing their profitability by cross-selling life insurance. The additional revenue and higher customer retention are more important now than ever. They realize that someone is selling their customers life insurance, and if it’s not them, they are putting their P&C business at risk also.

CEO Newsletter: In the midst of month five of our ongoing pandemic, all businesses have had their resiliency tested and put on full display. Whether you anticipated our country still being in this situation or not, it has been an interesting test of our ability to adapt rapidly to meet changing needs in a changing world.

The first half of 2020 has been interesting, to say the least. We are facing unprecedented times as we try to manage our work and personal lives from home – working remotely, participating in zoom meetings, juggling school schedules and workloads, while doing our best to continue the roles and responsibilities of our own jobs.

As working remotely continues for many, with no clear picture on when we will be able to return to a fully normal work schedule, it can be difficult to maintain our motivation and drive. To that end, we are sending along some thoughts and resources from various sources that we have compiled, on how to maintain your efficiency and productivity while working remotely.

Four months ago, Jill attended a seminar on how to keep her customers and prospects thinking of her, and not her competition. One simple method was sending a personal thank you note to everyone who met with her.