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Today we’re talking about tomorrow. The world as it is and as it’s going to be - the world of opportunity for those prepared – the change architects. Our guest is Michael Jans. He is the founder and CEO of Agency Revolution. He’s been defined in the industry press as an “Insurance Marketing Maven” and a “marketing genius.” Clients have described him as a “Millionaire Maker.” His history includes serving as the Executive VP for the Professional Insurance Agents in Oregon, Washington, Idaho, Montana, and Alaska - the fastest growing affiliate of the Certified Insurance Counselors' (CIC) program - for seven years.
Today’s guest is Paul Carroll, CEO and Editor in Chief of Insurance Thought Leadership.
Paul is the co-author of The New Killer Apps: How Large Companies Can Out-Innovate Start-Ups and Billion Dollar Lessons: What You Can Learn From the Most Inexcusable Business Failures of the Last 25 Years and the author of Big Blues: The Unmaking of IBM, a major best-seller published in 1993. Paul spent 17 years at the Wall Street Journal as an editor and reporter. The paper nominated him twice for Pulitzer Prizes. In 1996, he founded Context, a thought-leadership magazine on the strategic importance of information technology that was a finalist for the National Magazine Award for General Excellence. He is a co-founder of the Devil’s Advocate Group consulting firm.
Even the most casual observer of the risk and insurance industries can easily see the “fingerprints” of government on the process and results. Legislation, litigation and regulation are much of the process. The change that is the ACA is just one large example. Even the most casual observer of government can easily see the “fingerprints” of politics and grassroots on the process and hence the outcomes.
In the past two decades, Brian Feldman has lived and worked at the intersection of healthcare, grassroots and politics. As a founder of the Edison Group and now as a Senior Partner with Allison Partners – Brian will provide us with insight into the past, present, and future of the art of politics and the people and groups that determine the outcome.
Beyond Insurance's Mike Manes sits down with Sound Marketing's Jack Burke as they cover technology, the global economy and the new power players that could affect the insurance industry.
George Nordhaus, Chairman of Agencies Online, sits down with Beyond Insurance's Mike Manes to speak about the 5 most significant Innovations seen in the last 60 years of the business. Then, George projects what he thinks will be the game changers in the next 6 years.
In July of 2005, Mike facilitated a presentation to a group of agents on “Crisis Communication” at the Grand Hotel in Point Clear Alabama. There was little interest in the presentation and no enthusiasm. Most slept through the program. None could understand the “need for crisis communications in a local independent agency.” Four weeks later Hurricane Katrina changed our lives and our world.
This week's guest is Bob Swayze with Eustis Agency in New Orleans. Bob has been a producer since 1979 and works on a wide variety of large commercial accounts. In addition to production, he is one of the principals of Eustis Insurance & Benefits and is on the producer recruiting/development team. He is a Past President of RiskProNet. Listen to his story of facing the devistation that came as a result of Hurricane Katrina, and what he's learned since.
One of the commonalities in today’s insurance agency system is an obsession with “differentiation.” This is the talk of most agents and agencies. Yet when you observe the walk of each, more often than not, most agencies represent the same carriers, offer the same products, provide the same value added services, belong to the same trade associations and even use the same agency management systems. This reminds me of Henry Ford’s promise of “having whatever color car you like as long as it’s black."
Today’s guest is Bob Mahowald. I introduced myself to him moments after he had been selected for the Purple Cow award by his peers. As the name suggests members of the Beyond Insurance Global Network or just that – they are “beyond the traditional delivery system.” Bob was a newly acknowledged leader in this group of innovators.
Today’s conversation will provide Bob the time and the venue to share his and his agency’s preparation for the grand adventure we call – AGENCY 2020!
This show would be a lively discussion on 3 basic insurance principals.
1. How life insurance is the most important coverage.
2. How disability income insurance can keep you afloat.
3. Balancing two budgets, the need for Business overhead Expense.
Greg Palmer is a seasoned Benefit consultant to small business owners. Specializing in Key Man Insurance. Succession Planning and Business Insurance.
It's shocking how many poor salespeople worked their way into companies and how high the cost of failure is...usually above $100,000 per failed salesperson! Richard Abraham is CEO of SalesDrive, LLC. and co –author, with Dr. Chris Croner, of the book, “Never Hire a Bad Salesperson Again.” Mr Abraham has been President of three large companies and has invested in many others. He became aware that even the best training could not help many salespeople succeed. So he began to focus upon aptitude as the first step toward building a high performance salesforce -- SalseDrive!
You may connect with SalesDrive at http://www.salesdrive.info/
In 99% of real estate and insurance brokerages I have every worked over the last 15 years, these are the training areas agents needed to improve producer sales and success rates:
Understanding what a business is
Some important economic topics
The definition of capitalism
The difference between marketing and advertising
Prospecting friends, family and strangers
Measuring contacts to prospects to sales ratios
Building rapport with prospects
Interviewing prospects and trial closes
Working as a consultant, not a salesperson
Discussing experiences and concerns with prospects
Understanding how to let prospects close themselves
Brokerages which lacked these traiing topics typically see high turnover because most producers are transitioning from W2 employment and have never owned businesses until they passed state real estate and insurance exams.
High turnover leads to:
Producers never learning the industry
Producers bouncing from office to office
Slow brokerage practice growth
Increasing commissions to attract and retain producers
Real estate brokers and insurance managers interested in reducing high turnover should contact 321SetAppointments.com for information to boost producer productivity.
Most people seriously injured in a Car Accident have an uphill climb. They must face those with power, resources, and experience whom once thought were looking out for best interest. In fact, Auto Insurance Companies or Employer's Long-Term Disability Contractor typically spend a great deal of time reviewing records insured have given them access to as a good faith gesture.
Can people injured in a Car Wreck get justice in our Federal Court System when filing lawsuits against corporations? Join me, ESTRA in talkings about the process.
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