SELLING insurance to architects and engineers, the so-called design professionals, is always challenging, but perhaps never more so than in the hard market. At Johnson Insurance, we decided to change our sales approach as a result of it. Over the
Much has been written and spoken about agency valuations. In all the discussion, though, a few subtle points- critical to protecting an owner's investment in his or her agency-often are overlooked. Who will read the valuation report? Unless otherwise
Agency/CarrierTravelers Creates New InterfaceTravelers Property Casualty Corp. announced an implementation of industry-standard, ACORD-based agency/carrier interface (SEMCI) processing to support the transition of business relative to ...
By the time this article goes to press, many of you will have begun the planning process for the new year. I routinely ask people if they have a marketing and business plan and a defined method for selling insurance that can be measured and
Fools & Their Money Are Soon Parted (And Other Insurance Industry Truisms)London In my early days as an insurance journalist in the United States, I ...
Winterizing Your InsuranceYes, indeed. Now is the time for agents to remind their customers to winterize personal insurance.Winter brings snow-covered fields and woods (get out ...
Buyers Math: Revealing The True Logic Behind The Myth of MultiplesWith agency consolidation occurring at its present pace, the recurring discussion topic among agency professionals ...
N.Y. Agents, Buyers Report On Contractors CrisisExpanding the Empire States "market of last resort" to offer affordable commercial general liability insurance is a short-sighted approach ...
Industry Orgs Offer Myriad CoursesAgents, brokers, claims managers, underwriters and other industry professionals dont have to look far in their quest for knowledgeor continuing education ...