Ask an agency owner their new business number and they’ll answer before you finish the question. To the dollar. Ask their retention number and watch the pause. That pause is expensive. Here’s why. Reagan Consulting found that every one percent of personal lines retention is worth up to five percent of revenue over five… Continue reading The Number You Can’t Recite

It’s not a bad quarter. It’s not an E&O deductible. It’s the ninety days after you hire somebody. New hire starts. Smart, eager, great attitude. And your best people stop doing their jobs to teach the system. Where the dec pages live. How to attach a document. Where quoting starts. Production drops so that maybe… Continue reading The Most Expensive Three Months in Your Agency

Somebody bought a policy from your agency today. They chose you. Over the captive down the street. Over the lizard on TV. Over doing nothing at all. They made a decision, and decisions come with a question attached: did I get this right? Now — what do they hear from you in the next thirty… Continue reading The Thirty Days of Silence