Sales News
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3 Reasons Why Agency Owners Fail to Grow Revenue (and What to Do About It)
Feb 21 2022 // What happens when you put a self-directed team in the game against a well-coached team? If the talent is similar, then the well-coached team will win eight out of 10 times. But why is that? If the coach is doing their job,...
Salaries Roar but Satisfaction with Compensation Wanes
Feb 21 2022 // Insurance agency personnel on average made more money in 2021 but satisfaction with compensation overall declined despite higher salaries and total compensation. Satisfaction with compensation dropped slightly across the...
The Un-Strategy
Nov 16 2020 // I have been legitimately and constructively criticized for spending too much time in my seminars describing the issue at hand, building urgency to change and identifying what people are doing wrong. The advice I’ve...
To Improve Profitability and Sales, ‘Fire’ Your Small Commercial Accounts
Oct 5 2020 // We all know about the Pareto Principle, the 80/20 rule. It also applies when analyzing the profitability and the work required for an agency’s book of business. Roughly 20% of the accounts generate 80% of the...
Producer Heroes
Sep 21 2020 // I received a nice email from a reader asking me to write about how important it is to support good producers and how good producers should be heroes rather than grouping all producers as anti-heroes. He provided the...
101 Sales, Marketing & Agency Management Ideas
Aug 24 2020 // 1. Offset Negativity. What can you show your clients that you are doing to help them during the pandemic? Everyone is tired of hearing how all their business income (BI) claims are denied. What are you doing to offset all...
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