Category Archives: Sales & Marketing

Bringing Nonsubscribers into the Texas Workers’ Compensation System with Captive Insurance

By S. Lance McNeel, CPCU, ARM Capstone Associated Services, Ltd. What is the Texas Nonsubscriber Option? There has been much discussion in recent times on the topic of workers’ compensation opt-out statutes making their way through state legislatures. Our good … Continue reading

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In Selling, Seek First to Understand

This most important commandment of good salesmanship often goes unheeded. A common sales sin of an inexperienced salesperson is to immediately begin rattling off “unique” features of his or her products and services. Unfortunately, what’s considered unique is usually standard … Continue reading

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The Advantages of a Team-Selling Approach: If It’s Good Enough for Hyenas…

  What do hyenas, lions, wolves and coyotes have in common? All of these successful predators, when hunting large prey, hunt in teams. Are you missing out on the benefit of team selling? Selling to larger, more complex accounts often … Continue reading

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The Less Obvious Benefits of a TrustedChoice.com Advantage Subscription: Carrier Voice

TrustedChoice.com just finished 2016 with 4.2 million visitors to the website, and 101,000 referrals to members of the Big “I” nationwide. Increased traffic and referrals are the most visible benefits that accrue to Big “I” members, but there are other benefits … Continue reading

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Don’t Miss Out on Sales Opportunities: Ensure Your Agency’s Contact Data is Correct

One of the most valuable resources your agency owns is customer data. When you want to reach out to your customers and prospects, it is critical to have current contact data. IIAT and the Big “I” have the same needs, … Continue reading

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Mitigate E&O Risks When Using Social Media

There are more than 185 million Facebook users in the United States and 50 million businesses using Facebook as a means of marketing and interaction. People routinely conduct business by sending Facebook messages, Twitter direct messages, or text messages. Indeed, … Continue reading

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Trusted Choice® Rolls Out The Power of 30 Seconds™

The first 30 seconds of any inbound sales call set the tone for the entire customer experience. In that short time agencies can either earn valuable new business or develop an unfavorable view among potential clients. Trusted Choice is aiming … Continue reading

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7 Simple SEO Improvements for Non-Techies

This article originally appeared on  Agency Nation. SEO is one of the most valuable, but misunderstood, marketing tactics for insurance agents. You want to get more traffic from Google, but you don’t have time to learn coding and all of … Continue reading

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The Sales Velocity Equation and Lead Acquisition vs. Lead Optimzation

Sales velocity is usually defined as the Number of Leads (#)  x  Average Deal Value ($) x Win Rate (%)  / Average Sales Cycle (L). When you increase the sales velocity, you increase your sales results, or so says conventional … Continue reading

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Insurance Websites Not Keeping Pace with Changing Customer Expectations, Says J.D. Power Study

Although the Digital Shopping Experience Is Getting Easier, There Is Only Modest Improvement When It Comes to Digital Self-Service Tasks Insurer websites are not keeping up with customer expectations, with just over half saying they “definitely will” return to the … Continue reading

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