Biggest barriers to selling cyber policies
March 1, 2024 David GambrillProduct 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…
Sales Column: How automation keeps brokers in front of clients
May 29, 2023 Adam MitchellI 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…
Sales column: Want a client’s business? Just ask for it
April 5, 2023 Adam MitchellI 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…
Sales Column: Clients ignoring your emails? Try texting
February 22, 2023 Adam MitchellPeople 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…
P&C industry must better engage those who are “kicking the tires” on a purchase: exec
May 18, 2021 by David GambrillDigital has made it easier for Canada’s property and casualty insurance industry to serve customers who wish to purchase a fairly straightforward insurance product, but more emphasis needs to be placed on converting customers who are kicking the tires on…
6 tips for growing your sales team
May 3, 2021 by Jason ContantGrowing 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 setting sales records during pandemic
February 11, 2021 by David GambrillVideoconferencing 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…
How sales commissions can result in disputes over vacation pay
April 24, 2019 by Greg MeckbachIf 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…