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An insurance agency's success rises or falls on leadership. In this TOOLS article we will discuss leadership traits that can be adopted to improve agency success.

As a wholesaler, what then will you look for to ensure successful insurance back office support? Here a few tips to help you on your way

As an insurance wholesaler, what then will you look for to ensure successful insurance back office support? Here a few tips to help you on your way

Most insurance agency owners know what they should be doing in the coming year to make it a highly successful one. They know what their key strategies are and how to measure success. Unfortunately, some common mistakes can get them off track in achieving their goals. In this article we will discuss a few common mistakes that owners should consciously avoid. http://www.iroquoisgroup.com/sites/default/files/Jan2017.pdf

Do you 'throw away' too many referrals? A producer I was working with was ecstatic one hot summer day because he had just obtained 10 referrals from a client. I was excited too and the producer was going to begin working those new referrals right away. Well, in tracking the success of those 10 referrals, only one got written. Is that good or just normal? Let's just say, both of us felt it should have been better. So, analyzing what took place led to the following results: * 2 were not reachable; the producer never connected with the decision-maker. * 2 were messy businesses that the producer realized would be declined if submitted * 3 had strong to severe loss issues * 1 failed to provide all the needed information * 1 was presented, but not sold * 1 was sold Could this one out of 10 scenario have been prevented? That is what we took it upon ourselves to evaluate. The first evaluation made was really there were only three the producer was either able to, or wanted to, quote. So, of that group, he was really one for three. But, what about the rest of the referrals - the ones not quoted? Preventable? In our analysis, many of those were preventable so that you wouldn't end up with 70 percent being "thrown away." The two that the producer was unable to reach were determined to be a problem based on the "introduction" he got from his client to those two prospects. (Note: You do ask to be introduced, don't you, when you obtain a referral?) The person calling their customer (our prospect) from the business was not someone known to them and thus, the call carried little weight. It was not a powerful introduction; it wasn't even a lukewarm introduction, so it was not surprising the producer couldn't get an appointment following that call. The five that were either messy businesses or had heavy losses weren't quality businesses. Was that the luck of the draw and he just accepted that when he asked for referrals, or could

The Iroquois Group® has promoted Kevin McKay to Regional Vice President of its Northeast Region. McKay is a 30-year industry veteran who was a successful producer and agency owner prior to joining Iroquois in 2006. His promotion was in recognition of his expanded role in a seven-state region that recently incorporated New York.

purePRM was founded in 2009 by successful insurance group network professionals. All members of the Iroquois Southwest group qualify for a special discount toward use of purePRM's online technology, sales tools and individualized sales coaching.

Is there a Sales Personality? Yes. That's why it takes a charismatic person to become a good salesperson. And, unfortunately, some sales personalities don't end up in sales roles in their lives. What that means is that most of the salespeople we encounter do not have the unique set of traits that would only make 14 percent of them successful. How did they get into sales? Translate that into our profession. We have a difficult time finding good producers for our insurance agencies. We advertise and interview. We look at resumes by the hundreds. We entertain anyone that the personnel recruiters bring to us.

If you are interested in what you've seen so far about Iroquois and are interested in perhaps joining our insurance agency network, then fill in the blanks on this simple form. Our representative in your area will contact you to start a conversation that we hope will ultimately make your agency more successful.

Nancy Nicholson tells us how the Iroquois Group has helped her agency grow in value.

Commercial insurance offers coverage for large corporations and businesses. Commercial insurance coverage protects your business against risks that might hamper the company's growth and success. Commercial insurance is available in different varieties to cater to the requirements of several businesses. While some policies safeguard several financial aspects of the organization, others protect the reputation and establishment of the business.

Business owners take all possible steps to ensure customer satisfaction. One of the most successful and recommended strategies in this regard is to begin with a virtual receptionist service. This service brings in extra representatives for a business and eases the lives of the customers. When the customers have questions or queries to be answered or any problems to be solved, they try to reach the authoritative body telephonically and it is not uncommon for them for not having to been able to do so. This is where the need for virtual receptionists comes in. Virtual receptionists are basically persons who work for the customer support but do not work from the office or any specified location.