Over the last few months, I’ve been working on a new marketing program for personal lines and small commercial business. (The personal lines program is scheduled to be released on May 1). As a result, I’ve been thinking a lot lately about how important a successful marketing program is for an agency's long-term health. It seems as though agencies are beginning to understand how important marketing should be, based on the phone calls I'm … [Read more...]
Fixing Follow-up Failure
The biggest reason agents don't write more business is because they don't follow up. If agencies fixed this one thing, they would automatically increase the number of new clients. Here is how most agencies operate: they spend the time, effort, and money to create a process that identifies potential prospects and educates them on how the agency can effectively handle their insurance. Once the prospect becomes interested, a producer (or, for … [Read more...]
