Winning Strategies By Roger Sitkins ARE YOU AN EXEMPLARY LEADER OR A MODEL HYPOCRITE? Saying one thing and doing another is not a great way to lead your agency We’ve all heard the saying, “Do as I say, not as I do!” However, saying one thing and doing another is not a great way to lead your agency. Yet so many agency leaders do just that—they say one thing and
Management
PROMOTING WOMEN INSURANCE LEADERS IS A JOURNEY Mentors and managers can lead the way By Susan Rivera Insurance companies and independent agents have made significant progress in recent years to address diversity and inclusion challenges. Gains have been made to ensure our workforces reflect the customers we serve and the communities in which we live and work, and the journey toward true equality continues to be a road well traveled.
CYBER SMARTS The Accredited Cyber Risk Advisor program prepares agents to shine in the complex world of cyber liability By Elisabeth Boone, CPCU It wasn’t so long ago that no one had heard of cyber risk and no insurer offered coverage to address the exposure. While hackers, phishers, and assorted scam artists were swindling their way through the World Wide Web, it was business as usual for corporations, nonprofit entities,
Agency Operations Focus By Billy R. Williams SALES GOAL FORMULA How many prospects do I need to reach my sales goal? Here is a little-known insider nugget: Property/casualty carriers want only a 15% to 20% market share in any one geographic area. That means that the carrier’s business model is built around letting 80% or more of your prospects walk out the door without buying their product. For captive agents,
Beyond Insurance By F. Scott Addis, CPCU, CRA, CBWA, TRA RESILIENCE: YOUR GREATEST ALLY IN YOUR QUEST FOR SUCCESS Do you have what it takes to bounce back from adversity? In today’s hypercompetitive world, it takes more than hard work to succeed. You must be willing to put yourself out there—even when you are faced with the fear of failure. Simply put, to move to the next level, you must
