Agent & Broker

This article relates four common positions held by agency owners that create immovable and serious roadblocks to their agencies' success.

Dream Teams are monikers more often associated with US Olympic basketball squads than with med-tech enterprises. Device firms can help build gold medal caliber businesses, though, by incorporating savvy insurance brokers as part of their own risk management Dream Team!

With many schools having renewals on or around July 1, now is the time to formulate your renewal strategy, communicate the conditions of the market to your insured, and begin discussions with your current and prospective insurers.

Skeptics say that prospecting is dead. It's not. And it never will be. The decision to prospect is yours alone.

In almost 25 years in the insurance industry, I have never seen such desperation.

As an insurance agent or broker, have you had enough of sales? Are you at the end of your rope and ready to quit? In the past when I have become discouraged, I get back to the basics of selling which is seeing the people and solving their problems.

A problem with a generic title is it carries expectations and cost. No agency is going to achieve true success until the owners recognize and accept reality. If their producers cannot produce, they should not be producers. Even if the agency cannot find anyone who can produce, very often the better solution is to leave the position open.

The world of health care finance is changing and the role of the health insurance broker is changing just as rapidly. Employers must explore current benefits offerings and demand a package from their broker which is best suited to their needs.