Beyond Insurance Articles

New Article: Understanding Generational Perspectives…a Key to Your Leadership Success

CUSTOMER ACQUISITION & ENGAGEMENT

• 90% New Business Hit Ratios… Guaranteed!
• Changing the Game… to Create Home Field Advantage
• Cross Sell 365™… When, Why and How
• Customer Loyalty… Can You Define, Measure and Manage it?
• Developing Your Target Niche or Market
• Goodbye Agent & Broker…Hello Outsourced Risk Manager
• Hard Market... Do You Have a Proactive Plan to Navigate?
• I³ – Issues, Implications, Interventions… Your Best Strategy to Escape the Commodity Trap
• IQRM... A Quantifiable Risk Assessment Tool Leading to Risk Profile Improvement
• Knowing Your Customer… The Key to Cross-Selling Success
• Prospect Research Evaluation Program (PREP)…Adding Discipline, Strategy, and Energy to Your Prospect Pipeline
• Sales Accelerators: Driving Performance to Elevate Your Success
• The Art and Science of Story Telling
• The Consumer’s Purchasing Decision… Logic or Emotion? And the Winner is?
• The Dirty Dozen...Proven Strategies to Discredit the Incumbent
• The Employee Interview… A Strategy to Position You as the Undercover Boss!
• The “Other Side of the House”…Finding Value by Cross-selling the Entire Agency
• The P & C Risk Management Process. The Solution for the Healthcare Crisis?
• The Prospect Trigger… Emotion!
• The Risk Management Audit – Cost Prohibitive or a Cost Efficient, Essential Customer Acquisition Tool?
• The Stewardship Review… an Inefficient and Costly Retention Strategy or an Offensive Weapon to Impact Your Agency’s Bottom Line?
• The World of the CFO
• Trusted Risk Advisor…Consulting and Diagnosing Risk with an ERM Model

ORGANIZATIONAL GROWTH & PERFORMANCE

• 10 Steps to Set Up Industry Practice Groups
• A Blueprint for Improving Brand Trust
• Corporate Culture… Facts and Lessons Learned from Feathered Friends
• Corporate Culture… Your Best Strategy to Drive Growth, Profitability, and Agency Value
• Creating a Culture of Accountability...a Winning Strategy Supported by Scorecards
• Creativity and Innovation… the One, Two Punch to Knock Out Your Competition
• Growth Mindset Index
• Leading vs. Managing… Understanding the Difference is Key to Your Success
• Leadership... the Way of the Shepherd
• New Producer Onboarding Playbook...Seven Plays to Enhance Credibility, Confidence, and Results
• Organic Agency Growth...7 Proven Disciplines 
• Stuck? Is Your Agency in Need of Business Process Reengineering?
• The Addiction that is Crippling our Industry… the Insurance Bid!
• The Great Resignation...Do You Possess the Managerial Skills to Combat?
• The Power of Process
• Triangular Risk Management… Enhancing Agency Profitability through Synergistic Insured, Carrier and Agent/Broker Relationships
• Understanding Generational Perspectives…a Key to Your Leadership Success

PERSONAL GROWTH & DEVELOPMENT

• 7 Secrets to Peak Producer Performance
• Accountability Scorecard...Tracking Progress Toward Goal Actualization 
• Anxiety and Stress in the Workplace... How Serious Is It?
• Body Language… Actions Speak Louder than Words
• Building Your Network… Generosity is Key
• Conscientiousness: A Key Predictor of Success
• Coping with Change
• Discovering Your Natural Strengths… Focusing on Your Unique Ability
• Drive… Your Most Important Trait for Sales Success
• Empathy… A Potent Strategy to Drive Customer and Associate Loyalty
• Finding the Right Mentor for You
• Goal Setting for a Productive and Meaningful Year
• Grit...Your Personality Trait to Achieve Greatness
• Growth Mindset… Your Best Strategy to Capture Your Unrealized Potential
• Keep It Real... Embracing Your Authentic Self
• Knowledge is Power... Start With an Assessment!
• Lead with Gratitude...To Increase Employee Engagement, Productivity, and Retention
• Lessons Learned from COVID-19
• Objections… a Catalyst to Win More Business
• Passion… Your Most Precious Emotion to Separate You from Your Competition
• Personal Branding… Lessons Learned from Michael Jordan
• Preparing For Your Next Negotiation
• Procrastination… a Life Sentence to Productivity
• Recognizing the Importance of Emotional Intelligence
• Rejection… A Debilitating Scenario That Impacts Your Performance or a Motivator to Take You to the Next Level?
• Resilience… Your Greatest Ally in Your Quest for Success
• Self Confidence… Your Most Important Life Skill
• Solving the Inexperience, Credibility, and Trust Paradox
• Start With Why
• The Agenda … Your Guide to Organize, Engage, Discover, and Actively Listen
• The Art of Negotiation…a Skill that Requires Preparation, Strategy, Listening, Empathy, & Optimism
• The Attitude of Gratitude… Thanksgiving 365 Days a Year
• The Certified Risk Architect… the New Breed of Insurance Agent & Broker
• The Concussion Crisis
• The Inner Game… Lessons Learned in the World of Sports
• The Introvert…Outpacing the Extrovert in Sales Success
• The Power of First Impressions
• The Quitter, Camper, or Climber…Which One Are You?
• The Servant Leader… Selfless, Empathetic and Aware
• The Talent Fix... A Leader's Guide for Hiring and Retaining Great Talent
• Understanding the Unconscious Bias — Plus 4 Effective Ways to Eliminate It
• Vulnerability...a Quality of Courage
• Work Ethic… the Character Trait which Moves Mountains
• Work/Life Balance… Your Tightrope to a Rewarding Career
• Your 212° Mentality… the Extra Degree Will Change Your Life
• Your Internal Locus of Control… a Key to a Better Customer Experience
• Your Leap to Greatness
• Your Online First Impression Matters!

RELATIONSHIPS & NETWORKING

• Acres of Diamonds… the Story of an Agency that Learned to Thrive Without Producers
• Relationships… Your Benchmark to a Meaningful Career
• The Symbiotic Relationship between Agent and Underwriter… an Undervalued Strategy
• Told Any Good Stories Lately?

SALES & SALES LEADERSHIP

• A Case for Hiring Producers Outside the Insurance Industry
• Dare to be Different… Your Quest to Enhance Your Customer Experience Journey
• How to Create a Strategic Roadmap for Sales Success
• It’s Expensive to Hire a Bad Salesperson. It’s Time to Get Strategic about Recruiting!
• Key Client Retention…7 Sticky Strategies to Enhance Customer Loyalty and Keep Competition Away
• Lead With PRI³CE … To Stand Out In A Crowded Marketplace
• Psychology of the Sale
• The Agent/Carrier Relationship...Your Appreciation is Recognized, Valued, and Rewarded!
• The Art of Goal Setting
• The Gift of Sales Management
• The Great Escape… Essential Strategies to Win the Battle Against Commoditization
• The Industry Perception Issue…Terms Like Producer, Bid, and Quote Don’t Help!
• The Mortality Protection Gap… Your Opportunity to Better Serve Your Clients and Significantly Improve Agency Profitability
• The Power of Persuasion
• The Sales Leader…Delivering a Sales Playbook with 8 Tactics
• Value Proposition… Your Meal Ticket to an Amazing Career
• Visioning and Goal-setting… Essential Skills for Success
• Your 90-Day Sprint… Taking Control of Your Life and Plan