Product complexity remains a huge obstacle to selling cyber insurance to neophyte business clients, brokers told Canadian Underwriter in a January online survey. A stronger emphasis on cyber education — to clients, brokers, and underwriters alike — is critical to…
I had the privilege of interviewing Carol Jardine on a podcast at the end of her final day before retiring as Wawanesa’s president of Canadian P&C operations. What stood out for me is how our conversation illustrated the difference between…
I recently heard radio hosts discussing actor and comedian Pete Davidson’s golden dating resume. They reached the conclusion he’s been in relationships with so many high-profile celebrities like Kim Kardashian and Ariana Grande not because he’s charming, self-deprecating or has…
People love their smartphones. And even those who claim they don’t still spend hours using them every day. A study last year by cybersecurity company NordVPN found 66% of Canadians even use their phones while in the washroom. I’ve always…
Growing your sales team involves a variety of tactics — including protecting your strengths (strong salespeople and existing customers) — and avoiding the “first-year turnover problem,” says a new blog from Harvard Business Review. Organizations need to be purposeful about…
Videoconferencing brokers shattered sales records in top-tier brokerages across the country during the pandemic, senior brokerage executives reported in a recent Canadian Underwriter webinar. The results suggest virtual sales are at least as effective — if not sometimes more effective…
Brokers and carriers are trying to simplify the insurance binding process and that’s potentially leaving clients in precarious positions when it comes to claims time, warns one award-winning broker. “It used to be that people had to decide how much…
If you are a broker producer, principal or customer service representative – or in any other sales job for that matter – you have likely have a sales target to meet. But instead of just dialing up the pressure on…
In the competitive world of insurance sales, you only have one chance to hit a home run. How do you knock your business pitch out of the park?
What are some of the biggest barriers facing brokers looking to cross-sell? Access to market, high rates and underwriting practices (such as asking 30-40 questions on a renter’s policy) are the main culprits, said Jeff Roy, president and CEO of…
If you employ commissioned sales people, how are you calculating their vacation pay? Calculating employees’ vacation pay can be an issue for any company whose sales staff earn both a base salary and commission, Toronto employment lawyer Andrew Monkhouse, managing…
Are you worried that you won’t be able to get the sale if your client doesn’t like you? No need to worry! A recent analysis of 450,000 salespeople found that among elite salespeople – those in the 95-100 percentile –…