2016 Marketing Issue featuring marketing insights, real‑world tactics, and tips independent insurance agents can use to build visibility and sales.

As an independent agent, it’s easy to get so caught up in your business that you forget to work on your business. But, if we fail to continuously develop and close leads, eventually, our agencies will suffer.

In my recent article, “The Art of the Close,” I discussed how I coach insurance agents to close on value versus cost. I don’t leave my close until the end of my meeting with a prospect. The entire meeting is the close.

In insurance, as in any sales business, there comes a time when the presentation is over and it’s time to close. Or, to put it another way, time to get paid for your investment of time and hard work in looking for the best coverage options for your clients.

Smart Choicer Conference Wrap‑Up issue recaps networking, idea sharing, and insights from state directors and carrier reps at the 2016 Smart Choice event.

We all know the most important relationships you have at your insurance agency are the ones with your clients. But your relationships with your underwriters are a close second. Here are three ways your relationships with your underwriters can help your agency become more profitable.

Here’s my shopping list for essential insurance agency office supplies.

Features on relationship‑based business development, negotiation practices, and the human aspects that influence successful insurance deal closures.

Successful insurance agencies recognize the value of a robust agency management system. There are several wonderful products on the market today that allow your entire team to stay on the same page as you sign on new clients and maintain your existing book of business.

Many independent insurance agents are apprehensive about online marketing. It seems like a lot of work to set up a website and make updates to social media accounts. But in 2016, the simple fact is that independent agents need to market online to stay relevant and competitive.