Issue Archive - IA Magazine

June 2018

Volume 115, No. 6

June 2018

Contact Lens: Keeping In Touch with Personal Lines Accounts

How do you increase touchpoints with personal lines prospects and clients? Independent agents weigh in on their most successful outreach strategies.

Knowledge Vacancy: When Clients Get Bad Insurance Advice

Reasonable recommendations can result in uncovered losses. Which professional advisers are giving your customers insurance advice?

Point/Counterpoint: New Business vs. Client Retention

In personal lines, should you spend more time on developing new business than retaining current clients? Two independent agents debate the issue.

3 Trends Fueling M&A Activity in 2018

Investor uncertainty leading up to and following the 2016 U.S. election restrained merger & acquisition activity through the first half of 2017. But in the early part of 2018, it’s been a different story.

The Grudge Purchase: 3 Tips for Dealing with Reluctant Prospects

How do you think your clients or prospects would prefer to spend $1,000: a) toward a vacation of their choice or b) toward purchasing an insurance policy?

10 Best Practices for Effective Team Building

To develop and execute strategy that drives profit and increases client retention, human teams must be built for maximum effectiveness. Here's how to realize shared objectives.

Smile for the Camera: The Art of Video Quotes

By 2020, video will account for 79% of global internet traffic. If you’re not using video as a prospecting tool, you could be missing out on serious revenue for your agency.

Agency Profile: New Attitude

Brannon Green and Zac Dickey put up the money to build their agency from scratch and agreed they wouldn’t take a paycheck for six months. Five months in, they were already so successful they sold their business to Assured Partners.

Declaration of Independents: Tamika Mapp

Tamika Mapp's agency caters almost exclusively to childcare providers in the city that never sleeps. Why focus on such a specific niche? “There are a million independent brokers in New York City,” she says. “You really have to differentiate yourself.”