Industry Insights

Mark Magnacca    

Sara was an hour into mandatory onboarding training for sales reps, trying to stay focused on what was being presented and getting increasingly aggravated.

She had five years of experience under her belt at a top 20 insurance firm. She had the skills and was anxious to get in front of prospective clients and start selling. And y...

Bonnie Godsman

A paradigm shift is a significant change that occurs when a new and different way replaces the usual way of thinking about or doing something. That shift is occurring today in the financial security profession.¹ To strengthen trust and build consumer confidence in the profession, top-performing leaders are rethinking how they intera...

Jeramie Worley

I have been in the vacation rental business since before Airbnb existed. Back then, it was a clunky manual transaction with limited to no automation, tech or platform fees. It was beautiful. We had a chance to interact with, interview and inspire our guests with all the personalization and wow factor we put into our second homes. We...

One thing is clear, innovation in the insurance space has been on the rise in recent years and undoubtedly it has to do with the subsequent rise in customer expectations. Customers desire a more personalized experience as technology continues to advance. Digital transformation in the finance and insurance space has the potential to streamline key p...

In today’s world, agency owners can no longer afford to operate as lone wolves. The number and complexity of products available, along with higher expectations from clients for convenience and superior service, creates many challenges for solo practitioners. To address these challenges and ensure consistent, unrivaled service to clients, many carri...

In any business or nonprofit organization, a clear definition of the need is essential to produce a compelling motivation to succeed. Entrepreneurs notice a gap in the market they can fill by creating a new company or a new product. Visionary leaders are moved with compassion to establish nonprofit organizations to meet the needs of distressed peop...

Jack Jameson

Having squeaked through my insurance exams, I knew that I wasn’t going to excel in my new career as a Farmer’s agent on smarts alone. But I was determined that no one was going to outwork me. What I lacked in giftedness, I was going to make up for in sheer doggedness.

I started by sticking to my Frito-Lay hours—the hours I worked whe...

Troy Korsgaden

It used to be that all you needed to succeed as an agency owner were strong sales skills. Finance, leadership and business management skills were nice to have, but you could get by without them. Those were simpler times.

The advent of the internet transformed this industry and shifted control to the consumer. People have access to ...

Krystal Parker

If culture eats strategy for breakfast, why are we still hungry?

If strategy were enough, then why are 86% of companies on the Fortune 500 in 1955 no longer in existence today?

If that didn’t get your attention, maybe this will: 52% of the Fortune 500 companies from the year 2000 are now extinct.

That’s not a typo. In less than t...

Vince Kudla

Appointment setting is an essential component of any business strategy because it aids in the generation of new leads and revenue growth, as well as improving customer retention, relationship building and growth potential. Creating a consistent cadence of customer meetings is one of the most valuable, yet underutilized retention manage...