THE STRAIGHT SKINNY ON INSURANCE CONSULTING

After searching libraries and bookstores and the World Wide Web, Ed Curry couldn’t find anything on the subject of insurance agency consulting. And so, he tells us, in his preface to Insurance Agency Consulting: The Straight Skinny & The How-To#$, he felt compelled to fill the void. Fortunately, Curry had kept extensive notes and cassette tapes of his lectures. He had all the material he needed.

Curry began as a consultant in Chicago in 1982, with “The Compass Group Limited.” Success was nearly instantaneous and Curry became a hit on the seminar circuit. A series of publications followed, the most recent being the ‘Straight Skinny’.

Applying a quarter-century of expertise, the author provides a detailed step-bystep guide, from client interviews to writing the final agency report. The author emphasizes the importance of feedback: showing genuine concern for questions and critiques of his seminars. He urges clients to create a “mission statement,” or, in an older parlance, “hang out your shingle.” This, he explains, provides common ground between agency and client.

In his “do’s” and “don’ts” section, he recalls how he was once blindsided by a client: After submitting a written proposal, he learned the company’s HR division had already completed its own version. In another instance, under the heading “Think Twice before putting on Dancing Shoes,” he recounts how he worked a program by phone. More calls ensued, more advice was given, and the program ran its course. A check was to come in the mail. But payment from ‘beautiful downtown Silver Spring’ never arrived.

The “do” side of the Straight Skinny is detailed and definitive; topics ranging from the importance of ‘face to face’ meetings, cost management, contract signing, and knowing exactly what your client wants.

From initial client interviews through writing the final agency report, this book will give consultants, agents, agency owners, reps, and managers a solid track on which to operate. Each chapter is devoted to the development of a step-by-step scenario with lots of supporting detail. Case studies include factual agency-owner situations. They also provide valuable insights into how agencies operate and the impact of management.

Here’s what they are saying...

Since many insurance agency managers do not have the luxury of employing a professional managment team, this book is invaluable to providing the necessary tools to operate efficiently. Many common business failures are the result of poor planning in areas such as sales, budgeting, human resources and perpetuation.

In this book, Ed Curry has developed a multitude of ways to build a strong internal structure that will maximize long-term growth. I was particularly impressed with the section entitled “Putting It All Together”, where he uses a series of checklists to measure where you are now and how far you need to go. I firmly believe that measurements are the key to determining whether your performance is on track, i.e., “You can’t manage what you can’t measure.” Ed’s book will not only enable you to establish the right goals, but also to quantify them...magnificent!

Mike Azar, Chief Operating Officer
Keystone Insurers Group

Mr. Curry has captured the very essence of insurance consulting in this new book, Insurnace Agency Consulting. It is a step-by-step guide filled with real world case studies. The information is applicable to anyone involved in this challenging field. The solutions are both workable and practical. This book should be high on the wish list for any current or aspiring insurance consultant. It is also very valuable to agency principals and management personnel. Congratulations Ed Curry, You have hit a home run!

Todd D. Kilmer, Consultant
Charter Partners, USA

After such fine works as “The Little Jewel” and “The Survival Guide for The Evolving Insurance Crisis”, you have done it again with “Insurance Agency Consulting, The Straight Skinny and The How-To’s.” This is a must-read for all consultants new and practicing as it works in the real world. Also, it gives agency owners a “heads up” and the information they need to analyze their own agencies. The Agency Profile Analysis is outstanding, it is well thought out and highly usable.

Dom DeAngelo, DeAngelo Associates
New York

If you are thinking of starting a consulting business, or are relatively new to the field, this is a must-read book filled with practical steps and methods you will use. I could have saved a great deal of time and wasted effort if “Insurance Agency Consulting, The Straight Skinny and the How-To’s” had been available when we formed Bridgers, Goeltz & Associates in 1986.

“Insurance Agency Consulting, The Straight Skinny and The How-To’s” is an informed, straight-forward, practical and experience-based consultant’s guide.

Larry Gaunt, Ph.D.,CPCU
Professor Emeritus
Dept. of Risk Management & Insurnace
Georgia State University

“Ed Curry shares his experience and expertise in this real world down-to-earth book that covers every aspect of building the agency-consultant relation as a “win-win” partnership. Every insurnace agency owner and consultant needs to read this book!”

Jack Nordhaus, Senior Vice-President
Insurance Marketing & Management Services