Podcasts
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The Power of Periodization
In sales, every day counts – and every week counts. We all know this, yet we’re not always focused on it. In fact, most of us fall into the trap of “annualized” thinking … the unspoken belief that there’s plenty of time in a year to make things happen.
Ken Branch and his team at Encompass [...] -
Who Do You Trust?
With the recent release of the IVANS survey of independent agents, Rick and Peter talk with President and CEO Clare DeNicola about key findings. While most agencies indicated they trust their carrier partners and placed a high value on efficient and effective agent carrier communication, many still desire more participation and collaborative efforts in the [...]
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Success And Failure Are Not Final!
This is a discussion with Billy Bond, EVP of Sales Force Development Group for Leavitt Group and Marc Corsini, President for Corsini Consulting Group, LLC on the 7 F’s of True Success, Marc’s professional coaching platform. With over 20 years of coaching sales professionals, many of whom are top producers in the insurance industry, [...]
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Agent-Customer Conversations Offer P/C Insurers New Insight into Sales Process
Simulating conversations between an insurance agent and a customer during the selling process seems to be providing property/casualty insurers with a more in-depth understanding of successful, and perhaps not so successful communications strategies. In this interview with Insurance Journal’s Andrea Ortega-Wells, Bronwen Clark, qualitative manager for CMI, an Atlanta-based marketing research organization, discusses CMI’s own [...]
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Monitor, Measure, Test, Tweak – Repeat
On Point with Peter van Aartrijk and Rick Morgan is an audio conversation with insurance industry leaders who champion change and challenge all of us to think.
This is a second chat with Chris Jordan, owner of RecursiveWeb in Atlanta. Remember, he is the young guy that showed many of us how to use video to [...] -
How a New Claims System Helped an Early Adopter of Technology Manage Its Work Force
Ray Rose, claims manager, Operations and Oversight at Hastings Mutual Insurance Company, discusses how the implementation of Guidewire’s Claim Center helped his company manage its field and internal adjusters and reduce allocated loss adjustment expense. Hastings Mutual was the first carrier to go live with Claim Center nearly seven years ago, and Rose was integral [...]
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A Focus on Providing Value Serves Minnesota Agency Well
Thirty years after taking his first insurance licensing exam at age 16, Mark Moores, owner of Moores Insurance Management in St. Paul, Minn., and incoming president of the Minnesota Independent Insurance Agents and Brokers Association, is still as passionate about the business as he was as a teenager. Moores describes his consultative approach to helping [...]
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Are Your Customers Accepting the ‘Best of the Worst?’
In this On Point podcast, Peter and Rick talk with long-time agent and friend Michael Weinberg, Managing Director at Gateway Insurance based in southern Florida. Michael has been an innovator and leader both locally and nationally—and engages in a frank discussion on how his agency has been affected by the long soft market and the [...]
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Advantages of IBA West Membership
Insurance Journal’s Mitch Dunford talks with IBA West CEO Clark Payan from the Blue Ribbon Conference in Hawaii about some of the efforts the association is making in Sacramento and the advantages of association membership.
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Sitcom Portrays Comedic Side of Claims
In this interview with Claims Journal’s Denise Johnson, Dori Sperko, “Workers’ Comp” executive producer, describes the show’s creation and path to a produced television pilot with a cast of veteran actors including Morgan Fairchild, Robert Carradine and David Proval.
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World Likely to See More Frequent Catastrophic Events
Given the recent flooding, hurricanes and earthquakes, it appears the number of catastrophic events that inflict mass casualties and severe economic losses has increased. According to Dr. Erwann Michel-Kerjan, managing director of the Wharton Risk Management and Decision Processes Center in Pennsylvania, the higher probability of extreme events doesn’t mean the world is coming to [...]
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Producer Hiring and Termination Principles
This is a discussion with Billy Bond, EVP of Sales Force Development Group for Leavitt Group and Greg Gates, EVP for Leavitt Group on the principles of producer hiring, mentoring and termination with dignity. Greg has over 35 years in the industry with Lincoln National, Alexander & Alexander, Acordia, Hub, The Mahoney Group and [...]
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Mobility and Consumerization of IT
Mobility and mobile technology are clearly significant trends that are having an impact on our industry. Listen to Tim Casey, CIO of Conner Strong and a self-professed Mac fan, as he discusses how this top-50 broker is embracing mobility and the trend he describes as the consumerization of IT. Tim sees a shift from [...]
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New Texas General Agency Helps Retail Agents Tap Hispanic Market
Tony Gonzalez has 30 years of experience in the company side of the independent agency channel of the property/ casualty insurance business, serving in various leadership roles at companies including Safeco and the Republic Group. His expertise extends from marketing to sales to commercial underwriting and more, but recently he’s undertaken another challenge — a [...]
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The Changing Role of the Claim Adjuster in the Market Place
John Beringer, CEO of Beringer Associates, discusses the different role of claims adjusting resulting from the transition to self-insureds from traditional insurance carrier. Beringer analyzes the change in adjuster duties, relationships and allegiances as a result of this paradigm shift. He also discusses regulatory differences between carrier and self-insured adjusters.
Featured
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Lobbyist Norwood Looks Ahead to 2012 in Legislature
John Norwood, principal of Norwood & Associates, has a career in political work dating back to the early 1980s, and he’s one of the state’s best known lobbyists in the insurance and financial services sectors. Norwood talked about workers’ compensation, and other legislation and regulation matters that the insurance industry will face in 2012, including [...]
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Norwood on Workers’ Comp
John, principal of Norwood & Associates, has been an lobbyist for insurance and financial services sectors across several decades. Norwood offered a focused looking at the all-important workers’ compensation issue, and he gave his thoughts on health insurance exchanges. In fact, Norwood forecast that 2012 will rank as an important one when it comes to [...]
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Lobbyist Norwood Analyzes Consumer Watchdog Legislation
John Norwood is one of California’s best known legislative advocates for the insurance and financial services sectors. Norwood spoke to the Insurance Journal about legislation and regulation, including a proposal by a consumer advocacy group that would establish prior approval for healthcare insurance and would make major changes to auto insurance and homeowners insurance in [...]
Popular
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Entrepreneurial Technologists
This year the Entrepreneurial Insurance Alliance (EIA), sponsored by MarketScout, named Vertafore and Risk Metrics, as winners of it 2011 Entrepreneurial Award in technology. Vertafore’s WorkSmart and Risk Metrics’ Insurance 360 technology products received recognition from the EIA as being some of the industry’s most innovative concepts in technology. Each year, the EIA receives hundreds [...]
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How Insurance Distribution Is Changing
Retail and wholesale brokers face the challenge —and opportunity— of redefining their relationships and value proposition in today’s changing insurance distribution world, according to Glenn Hargrove, president, MarketScout Wholesale, Dallas, Tex. In this interview from the recent Western Insurance Agents Association’s Insurance Industry Roundtable in California, Hargrove outlines the value proposition of agents and brokers [...]
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Interesting Times in Medical Liability
The medical liability market continues to perform well even as the nation struggles to implement health care reform. Robert Allen, senior vice presidents at Torus Insurance, says many health care institutions are implementing new strategies to be successful in today’s health care reform world. In this interview with Insurance Journal’s Andrea Ortega-Wells from the annual [...]
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Pat Ryan Asks, ‘Are You Happy?’
Patrick Ryan is an innovator who sees opportunity. And it was opportunity that drove him to launch Ryan Specialty Group in early 2010. Success lies in hiring “good people,” Ryan says. In this interview from the annual National Association of Surplus Lines Offices (NAPSLO) annual convention in San Diego, Ryan says his newest venture gave [...]
Random
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Tate Talks Tough on Illinois Insurance Department’s Consolidation
The Illinois Insurance Department is no more, though most of the state’s agents may be unaware
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Ascension Insurance: Building Through Acquisitions
Len Kline and his business partners, the private equity firms Parthenon Capital and Century Capital Management, had an ambitious goal when they created Kansas City, Mo.-based Ascension Insurance in late 2007. They would grow Ascension from zero revenue to $200 million in five years by acquiring select agencies in dynamic areas of the country.
In an [...] -
Feeling Compelled To Use Social Networking?
In this podcast, Peter and Rick talk with Terry Golesworthy, president of Customer Respect Group. Terry believes that carriers (and agents) are feeling “compelled” to be using social networking but many times don’t know why. Are you feeling compelled? If so, listen as Terry provides some answers to the “why” question. For example, he outlines [...]
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Daniel Grey, CCH Insurance Services / ISOTech 2003
Interview with CCH Insurance Services’ National Product Manager, Daniel Grey, at ISOTech 2003
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