Agent & Broker

Traditional producer sales goal-setting is a joke because it isn’t based on anything meaningful. It is often nothing more than a nice round number.

Depending on which path a distributor chooses, it can either be a Happy New Year – or it can be a very un-Happy Year.

I have a ringside seat on the startups that are providing tools that will make the broker’s role even more important than it is now.

Building tight relationships with clients by staying in touch personally is easy and is the best offense against today's wave of disrupters.

Every broker-customer communication will now need to be audited to determine whether it constitutes a "recommendation."

There’s no denying video’s effectiveness in attracting and informing viewers. It’s critical to use it to attract, engage and retain clients.

Despite the threat of disintermediation, the broker survives and, in many case, prospers. Why is this?

Social marketing and social selling may be all the rage -- but they don't lend themselves to insurance.