Frank Pennachio

As the number of seasoned producers nearing retirement rises, agencies must focus on creating a more robust producer development model, one with a curriculum that will challenge participants and help them be successful in today’s complex insurance marketplace.

There are three “buckets” that factor into how insurance premiums are developed: frequency losses, severity, and insurance company expenses.

Most insurance agents are unaware of cognitive biases. Let us break down each of these biases and explore how agents can overcome them during the sales process.

The modern buyer needs more compelling reasons to change than they did in the past, yet few insurance sales training programs have adapted, nor have many producers’ sales processes. Let’s explore three common challenges and issues most sales training programs fail to address.

In 2021, the underinsurance crisis represents an opportunity for agencies to not only create better outcomes for insureds but differentiate themselves from the competition and grow revenue through cross-selling and upselling.

For insurance agents, 2021 presents an opportunity to better prepare clients for the next adverse event, yet many aren’t doing so.

The future of work and technology is exciting, but for insurance agencies, new changes in the way our economy functions will likely shake up books of business.

We’ve seen recessions before, but not like this. Here are answers to insurance professionals’ four biggest questions about the economy.