TALE OF TWO INSURANCE CAREERS

Two agents, same path, different results, what made the difference? Once upon a time on a sunny summer morning, two young men started new careers as insurance agents in small agencies.  These two agents were both driven, smart and ready to attack their new career with excitement and vigor.  They had both graduated with the …

IS PRICE SELLING DESTROYING OUR INDUSTRY?

Anytime I hear the words “can you ‘quote’ me the cheapest thing possible?”… My arm-hairs raise and I have to hold back my scowl.   Time to go gecko hunting. I can’t help but wonder how destructive price driven advertising really is to our seemingly complicated and intangible industry.   So, I’ve done what any …

ARE OTHER AGENTS FRIEND OR FOE?

I cringe when I hear from insurance agents the phrase, “it’s not a dog eat dog world… it’s an eat your children world.” That’s not a world I want to live in. I love my kids. Please don’t subscribe to that thought, It will drown you in a never ending bloody battle. There is a …

AGENCY OWNERS ARE OUR FRIENDS, EGO IS THE ENEMY

Captain EGO: A superhero parable- We found a well respected individual in our organization that has developed superhuman invincibility. Captain Ego is one of our fearless leaders.  He is due very high respect and appreciation for what he has done in the 40 years of tough guy insurance work.  Over this time he has developed …

HELP CURE THE “JACK OF ALL TRADES DISEASE”

What makes insurance people think we can understand the vast world of legal and financial documents we call the insurance industry?  Unfortunately too many agents have the Jack of All Trades, master of none syndrome.  Let’s put a name to this unfortunate disease.  We’ll call them the Jackov Family. They have been valued members of …

PERCEPTION OR REALITY, WHAT’S MORE IMPACTFUL?

Do you know that agent that thinks image is everything and sells that way too.  You know the one that can sell anything to anybody, weather it’s actually the right product or not. I used to get frustrated with them. Now I just feel sorry for him. He still hasn’t realized that it is long …

INVISIBULL, THE MUSCLE

Every Supervillain needs some “muscle” to do the dirty work.  Invisibull is just that.  Large, intimidating and pushy, Invisibull uses time-share presentation type tactics of manipulation and force to get his victims to submit to his will.  He will push and push until they lose the will to say no.  Once in his prison, the insurance …

INSURANCE ISN’T “BORING”, “CONFUSING” OR “UNETHICAL”?… IS IT???

Looking back 12 years ago, senior year of college, newly married and my first kid on the way, welp, it’s time to grow up and find a career, I told myself.  No way I was following my dad to be a roofer. And besides, I knew exactly what I wanted. 1-The ability to have a …

HOW TO BUST THE 5 INSURANCE MYTHS

Have you ever told someone you were an insurance agent and they got uncomfortable, like you were some mythical creature that was about to suck their blood? (OK, maybe I’m the only one because of my intense Dracula-like widow’s peak)   But if that has happened to you, then apparently our industry has a problem. …