williamjones

When you’re selling a product on a recurring basis, there are opportunities at every stage of the sales cycle to personalize your outreach—from pre-sale through renewal.

After a particularly devastating set of blows for an insurance market that hasn’t turned a profit in over a decade, your average aviation insured should brace for a 10-30% rate increase this year.

Independent agent Thomas Coughlin cautions that trends like increasing air commerce and drone usage could pose challenges for the aviation insurance market in the years ahead.

By: Volume 116, No. 6

Becoming a niche seller takes commitment and a plan, but the rewards can be immense.

Accenture estimates the life insurance gap at approximately $12 trillion for U.S. middle-market customers, with $12 billion in revenue to be gained by simply serving them. Yet independent agents often overlook the middle market because high acquisition co

Between a condominium association and the condo unit owners, who is responsible for which property? In other words, who owns what?

Roman philosopher Seneca once said, “Luck is what happens when preparation meets opportunity.” This notion can do wonders for your agency.

How can you help your clients and prospects see the wisdom of your advice without coming across as sales-y?

Here are three deliberate steps you can take to make your work feel more tangible to your prospects.