March 11, 2019
Should PDF Be Your New Favorite Training Format?
PDF is now a fully viable platform for a much wider range of uses and applications including training and reinforcement.
People Skills for Insurance People
January 31, 2019
3 Steps to More Profitable Agency Relations
In an increasingly commoditized world, relationships can sometimes be the prime – or even the only – competitive contrast.
December 3, 2018
Beyond the Consultative Sale: How to Influence Buying
With the right skills salespeople can create an experience that’s more like the love of buying than the contempt for being sold.
November 7, 2018
Adjusting Customer Experience: The Digital Divide
Digital communication has become so familiar that it might feel as though online technology has become more humanized. It hasn't.
October 16, 2018
5 Trust Builders for Smarter Settlements
Emotional neglect undermines customer satisfaction and company brand. It also sabotages settlement efficiency.
September 4, 2018
Are You Selling Through the Wrong End of the Telescope?
It's common to focus on closing more sales as the answer to agency growth and profit. But it's the wrong end of the process when
August 14, 2018
Claims Negotiations are Different
Settling a claim is very different than bargaining for contract terms or making a sale. It means dealing with people predisposed to the emotions associated
July 10, 2018
Five important lessons to learn from Millennials
Denise Broady, Chief Marketing Officer at WorkForce Software, shares five important lessons she has learned from working with the millennial generation in her article, "The
April 10, 2018
Advisers: Maintain balance in your range of skills
Risk Insurance Communication Skills principal Russell Collins argues that "in an effort to meet compliance obligations, advisers are placing greater emphasis on product knowledge at
March 10, 2018
2016: New Year, New Challenges
Certified financial planner Dave Evans gives independent insurance agents something to think about in his recent article in IA Magazine, "4 Independent Insurance Issues to
February 10, 2018
Engage Consumers with Digital Marketing
The best way to capture new and returning insurance customers is to engage in a "strong social and digital presence," according to Tapajyoti Das' article
January 5, 2018
Persuasion: May “The Force” Be With You
Persuasion is like The Force. It’s neutral. It’s how you use persuasive techniques that make it ethical or manipulative.
December 9, 2017
Who Wins the War Between Underwriters and Agents?
In the battle between agents and underwriters there are no winners. But plenty of losers. Here's how to end the war.
November 10, 2017
What Agency Customers Want: Local and Digital
Customers overwhelmingly preferred doing business with local agents, but they want the convenience of online interaction, too.
October 13, 2017
Top 7 Factors of Better Agent / Underwriter Relations
In order to get the best business from the strongest producers, underwriters have to more than mere technocrats.