Insurance agents are like toasters. Let me explain… Everyone owns and uses at least one small appliance at home. It might be a toaster, a garage door opener or a microwave oven. No doubt it’s something we use every day. And yet, we can’t recall the brand name of the appliance. We all know what [...]
Why I Left My Insurance Agent
April 29, 2007 By Leave a Comment
I was talking to a friend the other day, explaining what I do for a living, when she interrupted me and proceeded to tell me all about how wonderful her insurance agent was. Her story caused me to reflect on why I left my previous agent. I don’t think my previous agent will be upset [...]
Stop Offering Insurance Quotes
November 26, 2006 By 1 Comment
Don’t you just get tired of prospective clients asking for a quote? You know what I mean. Your phone rings and someone on the other end wants a quote for some coverage or another. Most insurance agents I know will ask them a few questions to make certain that they give them an accurate quote, [...]
The Keys to High Retention
April 27, 2006 By Leave a Comment
One of the most frustrating things in our business is when, after working hard to get a client, they leave after a short period of time. In fact, rather than being a client, they’ve really become a customer. Why does this happen? Even though we sold them the policy they needed, they up and go. [...]
Stop Selling Insurance!
February 19, 2006 By Leave a Comment
Whenever I conduct a workshop or give a talk to a group of agents, I ask how many of them are in the business of selling insurance. Inevitably about 25% raise their hands. My response to them is, “If you’re in the business of selling insurance you’ll have a hard time succeeding because NO ONE [...]
Help Agents Drive Up Retention
November 15, 2004 By Leave a Comment
We’re in an interesting industry. People generally relate to their insurance and their agents in a manner similar to the way they relate to their garage door openers and coffee makers. Let me explain… When things work well for us, when the garage door opener and the coffee maker work the way we expect them [...]
