Sales & Marketing

Market Insights

Digital survival tools for the savvy insurance agent and broker

Mike de Waal | September 21, 2018

Here are three elements that savvy agents and brokers will want to consider.

Commentary

15 marketing quotes to inspire independent insurance agents

Jayleen R. Heft | September 20, 2018

Competition and the changing marketplace mean it's more important than ever for insurance agencies to market effectively.

Infographic

E&S premiums are going up (again!)

Shawn Moynihan | September 20, 2018

Excess & Surplus lines premiums are up 9.4% over this time last year, according to the Surplus Lines Stamping Office of Texas. [Infographic]

News

Insurance innovation highlighted in EIS 2018 competition

Rosalie Donlon | September 19, 2018

Meet the finalists competing for the title of “2018 EIA Entrepreneur of the Year,” investment capital and market access — and the winner.

Analysis

How small businesses can better protect themselves

Jeff Somers | September 18, 2018

The right insurance and recovery plan enable small businesses to bounce back after a natural disaster.

Analysis

Teachable moments in cyber network business interruption

Rituparna Datta | September 17, 2018

The cyber risk landscape is evolving rapidly, and its potential economic fallout cannot be underestimated.

Commentary

Strategies and pitfalls for bank-insurance partnerships

Barry Seigerman | September 14, 2018

Industry veterans talk best practices in this second installment about banks that enter the insurance business.

Market Insights

The E&S insurance sector continues to innovate and thrive

Shawn Moynihan | September 13, 2018

If only something could be done about all that excess capacity?

Video

Erie Insurance debuts video with NFL's James Conner

Denny Jacob | September 12, 2018

The video is part of a new Erie Insurance marketing campaign to promote the value of insurance agents.

Commentary

How technology enables brokers and agents to do what they do best

Brian Harrigan | September 07, 2018

Insurance distribution channels are evolving as the legacy systems of web-based lead generation no longer work.

Best Practices

How to make your insurance sales proposal a winner

John Graham | September 03, 2018

A longtime sales and marketing player talks about the keys to conveying your risk management solutions.

Commentary

Should UBI remain a niche auto insurance market?

Sam J. Friedman | August 30, 2018

Drivers who allow their performance to be monitored remain the exception rather than the rule.

Research

10 car brands purchased by youngest and oldest drivers

Denny Jacob | August 29, 2018

Priceonomics looked at all CarMax purchases from 2017 and the ages of buyers (rounded to the nearest half decade).

Best Practices

5 strategies for bringing up insurance at social functions

Bryce Sanders | August 28, 2018

Everyone has the potential to either be a client or refer someone. At your next social function, try these tips.

Commentary

The future of virtual agents in P&C insurance

Joe Orr | August 28, 2018

Machine learning and virtual agents will continue to improve insurance sales.

Commentary

Critical considerations for banks in insurance

Barry Seigerman | August 27, 2018

Seizing the opportunity: There continues to be potential for lending intuitions and insurance sellers to work together.

Best Practices

5 more great habits to grow your insurance business

Michael Goldberg | August 24, 2018

One key is to connect with your most important connections at least once per quarter.

News

The Hartford enters definitive agreement to acquire Navigators Group

Denny Jacob | August 22, 2018

The all-cash transaction values Navigators at nearly $2.1 billion and is expected to close in the first half of 2019.

Expert Opinion

5 ways insurance sales teams can get more out of their CRM

Xavier Musy | August 22, 2018

While sales reps have long been using CRMs, most aren’t getting as much out of them as they could be.

Best Practices

4 ways your spouse can help land business

Katie Rass | August 21, 2018

Your spouse knows and understands what you do and what kind of clients you're looking for.

Best Practices

What happens when your insurance clients become your friends?

Bryce Sanders | August 20, 2018

Some agents strictly separate their personal and business lives. But good things can happen when clients become friends.

Profile

Cosentino's Food Stores: Improving workers' comp outcomes by focusing on employees

Rosalie L. Donlon | August 20, 2018

Award Winner: For Cosentino’s Food Stores, improving workers’ comp performance meant putting people first.

News

Flood insurance CE required for property line insurance pros in Oklahoma

Steven A. Meyerowitz | August 16, 2018

Resident producers, CSRs and adjusters will have to complete one hour of continuing education per license period.

Analysis

Car insurance online distributor survey reveals consumer tastes

Marcy Updike | August 16, 2018

These insights may enable insurers and agents to better understand how online car insurance distributors are disrupting the market.

8 questions to keep prospects engaged and talking

John Graham | August 15, 2018

When agents ask more questions, they may talk less — and listen more.

Commentary

Studying beer to sell insurance: A lesson in sales and marketing

Justin Guerra | August 14, 2018

It has to be about more than traditional marketing to get the ear of a policyholder or prospect these days.

Commentary

Risk-based pricing remains the best option for consumers

Alex Hageli | August 14, 2018

Here are five things agents, brokers and consumers should understand about credit-based insurance scores.

Expert Opinion

5 ways for experienced insurance advisors to get back into prospecting

Bryce Sanders | August 13, 2018

Your clients are aging, and you know you need to fill that pipeline — here are some prospecting tips to remind you how you did it before.

Commentary

One insurance agency’s commitment to community service

Dan Keenan | August 10, 2018

For Keenan, it’s about giving back for all the right reasons. And it helps with employee motivation and retention too.

Analysis

How data analysis quantifies water, fire risks for insurers

Steve Brewer | August 10, 2018

We can't always blame Mother Nature. Now, insurers can quantify water and fire risk from non-weather-related events.

Commentary

What do InsurTechs really need? An open mindset

Julie Sherlock | August 09, 2018

Why is insurance so complex? According to this contributor, it's because of 'the layers upon layers of archaic rules and laws.'

Expert Opinion

Take a fresh look at your insurance agency's education program

Craig Most, CPIA, CIC | August 09, 2018

A better educated insurance professional will not only help you with your own customers, but will elevate the industry.

Expert Opinion

Want happier insurance customers? Help them get oriented

Maria Ferrante-Schepis | August 08, 2018

To be comfortable, consumers need to understand what's happening.

Commentary

Opportunities for P&C agents with self-funded health plans

Frank Pennachio | August 08, 2018

Health insurance agents are creating enormous openings for P&C agents to advise small business owners about the risks of loss from self-funded plans.

Market Insights

Hey, what gives? Where are my automated vehicle discounts?!

Murali Chidurala and Tom Super | August 06, 2018

If new autonomous technologies are making cars safer, what does that mean for insurance premiums?

Commentary

Insurance marketing campaigns must underscore agency value

Rick Fox | August 06, 2018

Improve cross-selling by reminding clients of your expertise, not just the number of policies you offer.

Commentary

It may be time to trim your carrier relationships

Peter van Aartrijk | August 03, 2018

Out of the thousands of U.S.-based insurance carriers, how many of those does the average independent agency really need?

Best Practices

14 cold calling tips: Because cold calling still works

Bryce Sanders | August 03, 2018

Lotteries and cold calling share two characteristics: The cost is minimal and the payoff is substantial.

News

Commercial trucking weathers substantial rate increases

Bill Coffin | August 01, 2018

Market Update: Claims costs continue to skyrocket despite new transportation risk management techniques and technologies.

Analysis

3 ways insurance agents/brokers can embrace tech to better serve clients

Rob Carnaroli | August 01, 2018

To stay competitive, agents & brokers should embrace technology as a way to build relationships & demonstrate expertise.

News

Today's insurance consumers snub brand loyalty [infographic]

Shawn Moynihan | July 31, 2018

Here's a look at contemporary insurance consumer behavior, based on research from LexisNexis Risk Solutions.

Commentary

Why phishing prevention should be a cyber insurance condition

Eyal Benishti | July 31, 2018

Without addressing better measures to prevent cyber attacks, insurers are leaving the door open to claims.

Expert Opinion

10 issues to resolve so you can succeed at seminar marketing

Liana Roberts | July 30, 2018

There are hurdles to overcome when hosting these events, but the effort can prove worthwhile for insurance agents.

Commentary

Is insurance consulting right for you?

Barry Seigerman | July 30, 2018

Here’s a look at the consultant’s roles and responsibilities, as well as how to become one.

Best Practices

Using insurance carrier data to acquire solid leads

Sandeep Kharidhi | July 30, 2018

Carriers can help insurance agents acquire more promising leads with these three tips.

Commentary

Big data for insurers: The 'apps' that matter

Jim Weiss and Su Wash | July 29, 2018

Insurers with apps that better align price with risk are more likely to find competitive advantage.

Slideshow

Independent insurance agents look into their crystal ball

Rosalie Donlon | July 27, 2018

Travelers' Agents of the Year were asked: What do you think the future holds for the industry?

Expert Opinion

7 business networking reminders

Michael Goldberg | July 26, 2018

Say you're shy. You go to an event. You need to meet people. But how? Here's how.

Commentary

Sales lessons from your (much) younger self

Kevin Trokey | July 23, 2018

If you can find a little of your leftover inner child, it can make this responsibility thing a whole lot more fun.

Analysis

New survey shows tenants don’t understand liability issues

Steve Hein | July 19, 2018

'What do you mean my landlord’s not responsible?'