Issue Archive - IA Magazine

November 2018

Volume 115, No. 11

November 2018

Death of a Salesman: The Sequel

The modern sales process isn’t about the salesperson at all. It’s about the customer. Four sales gurus explain what professional sales looks like today—and where it’s going tomorrow.

Why Sales Automation?

Focus on your customers—or someone else will.

Point/Counterpoint: Sales vs. Service Roles

Should sales and CSR roles be more blended? Two independent agents debate the issue.

5 Ways to Increase Sales While Decreasing E&O Claims

Selling and servicing insurance is not like selling and servicing other products. Here are five ways to avoid errors & omissions claims through smart sales practices.

Creating CE Opportunities Employees Will Actually Use

Leaders can empower employees by supporting continuing education and professional development at every level. Here are a few management practices that can create the right environment for growth.

5 Marketing Mistakes that Prevent Agencies from Growing

If you want to attract new business and consistently feed your agency new customers, you need to maintain a number of different pipelines. But before you start to beef up your marketing, you need to know what to avoid.

Should Your Agency Use AI Solutions for Customer Service?

More than half of insurance policyholders grow frustrated if a chatbot has yet to provide them a clear path to resolution within five minutes—but 34% of policyholders want to switch to a chatbot if they’ve been on hold with a live agent for the same amount of time.

Agency Profile: Us Against Ourselves

“We truly believe there is no good or bad except by comparison,” says Jeff Brady, president & CEO of Brady, Chapman, Holland & Associates in Houston. It’s a philosophy that this 25-year Best Practices Agency has taken to heart.

Declaration of Independents: Mike Brouwers

When Mike Brouwers needed a new carrier appointment, he called everyone he knew from working with his state’s Young Agents Committee, and asked them to vouch for him: “Within 90 days, we were on board."