Category Archives: Leadership

Public Policy Advocacy

With politicians at all levels seemingly out of touch with many of us, it’s only natural to develop an attitude of “does it matter what I think?” Politicians are going to do what they like no matter what I think or say.

While this may have more truth today than was the case in the past, I would suggest that individuals and advocacy groups can still make a difference, and affect the direction of public policy.

I’ve been involved in a number of organizations or supported causes over the years that had a need for political engagement. I’ve testified at committee hearings in the state legislature and sat down with my United States Senator. In meeting and communicating with state legislators, members of congress or other political leaders I’ve noticed some common things: (more…)

The Power of a Phone Call

If a face can launch a thousand ships and a picture is worth a thousand words, can a phone call save a thousand dollars?

A workers compensation adjuster will likely tell you: YES.

In today’s world of smart phones and computers, we communicate dozens of times a day. Some of the most common methods of communication are email, text, Skype, FaceTime or Snapchat. With so many options to choose from, why would an employer want to actually have a person-to-person phone call with an injured worker? (more…)

New Job? Build a Positive Reputation

Starting a new job gives you the chance to start fresh with the organization you are joining. It’s important to build a good reputation during your first weeks of work. Follow these tips to make a good first impression on your new coworkers. (more…)

Speak Up About Safety: 5 Steps to Building a Safety Culture in the Workplace

We are all born with instincts – those “gut reactions” that tell us what is right or wrong, safe or dangerous, good or bad. They’re vital to our survival and help us navigate through life. Even though this is a natural reaction produced without any effort, these feelings can be ignored. In a high-stress situation, we may overlook the safest option in favor of a quicker alternative. Sometimes this results in an unsafe situation for ourselves or those around us. This becomes especially dangerous in the workplace. (more…)

5 Reasons to Be a Niche Insurance Expert

This is my 25th year in the insurance business. Most of those years have been spent in the sales and marketing department for an insurance carrier. I have seen many producers come and go whose focus is on chasing a sale. Chasing a sale is good, but the issue is that they sometimes become lost and discouraged. I have seen countless new agents spend more time trying to place a high-risk brokered account than working on honing their craft. Eventually their confidence is shattered and the sale is given to a person with more experience.

I truly believe the most successful insurance agents are experts within a sector of our economy. Successful agencies are experts at something — hospitality, construction, manufacturing, and the list continues.

Would you go to a family doctor for heart surgery? No, you would go to a heart doctor. Every industry specializes in today’s world. Heart doctors make more money than a family doctor. Why? They are experts within their craft. When it comes to insurance, it’s no different. If you put in the time to be a niche insurance expert, you can expect five things to happen: (more…)

New Job? Communication is Key

Starting a new job is filled with unknowns. What is the company culture like? What is the management style? How will your boss communicate? Not knowing the answers to these questions can make the onboarding process a difficult transition.

Communication is the key to making the transition easier and starting off on the right foot with your new manager. Here are some tips: (more…)

4 Tools to Help You Be a Better Insurance Agent

Social media. Data breach. Cyber liability. ISO form revisions. The list goes on. Changes in the business world and insurance industry are evolving more rapidly than ever. How does one keep up with it all?

The learning curve of the professional insurance agent has always been longer and steeper than many professions. With 30-plus years of experience in this business, the biggest thing I’ve learned is how much I don’t know! I’ve also learned that there are more tools and resources available to stay up to speed with industry shifts. Here are a few reminders of some resources you may be overlooking that can help you to be a better insurance agent: (more…)

New Job? First Things First: Be Positive

Starting a new job can be nerve-wracking for anyone, whether it’s your first job or your twentieth job. You will be stepping outside of your comfort zone and entering a new world, and that can be really intimidating.

The first thing you can do to help ease the process of entering a new position is to be positive. You’re opening a new, exciting chapter to your life, full of opportunities and new beginnings. Express your excitement for being given this opportunity to begin this new position and let your coworkers know that you are a joy to be around. (more…)

Joys and Challenges of a Family Business

Many industries in the U.S. are full of family businesses, and the insurance agency arena is no exception. With that come the joys and challenges of families working together. I’ve had the pleasure of experiencing that both as “the new kid” working with my father, and now as “the old guy” with two of my sons in the office.

As a quick aside, as I focus on the family nature of our business, I don’t want to discount or exclude the importance of the rest of our staff. We have been blessed with some outstanding employees who don’t share our last name but have been key to our success. For that, I am also forever thankful.

The Joys… (more…)

Sales Tips: Value vs. Price

Here at Society Insurance, it’s all about the Small details that make a Big difference. When selling an intangible product like commercial insurance, it’s important to promote the value that the customer receives. Sales professionals who don’t know how to sell value will be challenged if they sell on price alone. This approach does not create loyal customers or long-term, profitable growth strategies.

As Society’s products and services are marketed, key to success is a clear look at what moves customers to make purchase decisions. People buy for their own reasons – not ours. They purchase commercial insurance (more…)