Ignorance or Arrogance? The Choice is Yours
A recent local election included a runoff between two old power brokers. A young friend suggested our choice was between ignorance and arrogance. He was right. With only those two options I chose not to vote.
Silent Cal: A Tough Sell
How do you sell insurance in a nonverbal world?
The Power of Change and the Change of Power
In the new world where everyone has options, success rests in your ability to adapt to change and attract the brightest employees, the best policyholders and the most reliable carriers.
Don't Treat Employees Like 'The Help'
Your company culture and that of Jackson, Miss., in 1960 (depicted in the film 'The Help') may be closer than you want to believe.
You've Come a Long Way, Baby!
The changing marketplace is hard on relationships between carriers and agencies.
An Attitude Problem
"Bad" attitudes can result in positive institutional change
Marketer of the Year
Insurance marketing isn't about the masses anymore. It's about the monsters.
Agent Gets His Mojo Back
This is the story of how one insurance agency owner stopped being dumb, fat and happy and got back to making his clients' business personal.
See You in the Funny Pages
All I need to know about creating the insurance agency of the future I learned from three comic strips.
A Leadership Quiz for Tomorrow
Insurance isn't only a "relationship" business anymore. The chaos of the present world will create tomorrow's business leaders and their new customers, products and services.
Enter the Bullring of Health Reform
Some brokers are reacting to healthcare reform by looking for new fees. Na´ve or delusional, these brokers don't understand that innovation is needed.
Are Racetracks Sustainable?
Insurance middlemen continue to do well, but the landscape has already changed. If the industry doesn't adjust now and brokerages get left behind, it'll be a failure of management.