Business executives today, especially in small-to-medium-sized firms, are work-weary, fighting hard to stay in operation. They are also frightened, fearing that economic and other events outside of their control, may drag their company under, as has happened to so many others. Help them in their battle to survive with an imaginary “Insurance Flaw Finder“ (IFF).

Our 3-piece "IFF" tool set marries marketing to your insurance proposal. The "insurance flaw finder" is a make believe machine that adds an element of fun to the classic problem-solution approach to sales. Read More...

Too many business insurance buyers know the drill. Their inbox, mailbox, and voice mail fill with requests to quote 60-to-90 days ahead of their renewal date. Most, if not all, of the offers are declined. So, why join the queue when you can stand apart from the crowd? There are far more imaginative ways to enhance your request-to-quote ratio.

One such method is to temporarily divert the prospect’s attention away from price and onto carefully selected services. Our custom “Catalog of Agency Services” is specifically designed for this purpose. Read More...

Regardless of where you reside, you live near a ton of artisan contractors. They include carpenters, electricians, masons, painters, and more. Many are skilled workers who own their own small businesses.

Their coverage requirements vary by specialty, size, and locale, but there are enough constants that carriers and MGAs have developed special liability and package policies for artisans. Some include “easy” underwriting and rating, making the solicitation of eligible contractors excellent training ground for new producers. Artisans are also worth the attention of seasoned agents, as they can distinguish the good risks from the not so good and turn a single sale into a network of possibilities. Read More...

When a client reveals that they like you (the producer), the agency, and their carrier, but they still want to shop their account to test the market, it’s something that grabs your attention. You start looking for extra ways to reduce the renewal premium and to pump up the value of the services that you provide. But sometimes there just aren’t enough classifications and credits in the manual. So, if you could just convince your insured that the companion acts of shopping for and buying new insurance will prove to be counterproductive, you’ll save everyone involved time and money.

To make this point, you’ll need to clearly demonstrate that moving their business account is not a zero-cost transaction. It’s expensive. And the total expenses involved may actually exceed any perceived dollar savings. Here’s a simple numbers-driven way to effectively make this point. Read More...