July Cover Story 
| Producer Today, Principal Tomorrow | The perpetuation process starts with seeing principal potential. Are you on the lookout for your agency’s next leader? |
For Frank Sayner, the path to perpetuation wasn’t paved with bright lights or big announcements. In fact, customers didn’t even know the agency had changed hands because the transition to the new principal was such a smooth process. And that's exactly how he wanted it... Also in this issue:
Ace Insura
The Case of the Defining Deluge Insurance Views
Outwit. Outplay. Outlast.
Chairman’s Voice
Oil Spills, Liability and the Ultimate Cost On the Hill
Big "I" Agency Advocacy Fund to the Rescue
On Branding
A Brand with a Plan | Online Features Agency Management: The Practical Side of Perpetuation
If agencies don’t prepare or plan for a principal’s retirement, both the retiree and the business could end up in a precarious position. How can your staff best balance the perpetuation of the agency and the retirement of the owner?
Sales: Rethink How You Open Most salespeople take how they open a sales call for granted— and many hardly think about it at all. The opening is the place to differentiate yourself and get your calls (especially first calls) off to a great start. But a great opening requires planning in advance. Customer Service: The Art of Name Calling
Do you call your customers by name? Studies show that clients have a more positive response when they hear their name. Check out these examples that illustrate the power of this simple gesture.
Technology: Tech Policies Made Simple Does your agency have an office technology policy that spells out the acceptable and unacceptable uses of technology, along with what information is accessible to what employees? Have you addressed privacy, security and confidentiality concerns with your staff? If not, review this sample office technology policy. Coverages: Rental Policies Made Simple Revealed In many cases, people using watercraft own their own equipment and rely on a boatowners or yacht policy. But, in many other instances, they rent them or are just using them. This article examines some serious exposures when your clients rent sailboats, houseboats, jet skis or other watercraft and only rely on their HO policies. |
