Category: Sales

When Do I Call an Actuary

At SIGMA, we often get asked “how big does a company have to be to benefit from an actuarial analysis?” The question usually suggests there is some minimum loss or premium level that would trigger the need for an actuarial analysis. As you might imagine, it is typically more complicated than simply setting a threshold […]

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The New Psychology of Sales Performance

A few years ago, I had the opportunity to meet one of the insurance brokerage industry’s most successful producers. This man had generated millions of dollars in commissions for years, had been labeled a “power broker” by industry journals, and was managing one of the most successful regional offices for a national brokerage firm. We […]

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Be Careful What You DON’T Ask For

We rarely have guest bloggers, but today is an exception. I am happy to introduce Bill Wilson (although I believe everyone may already know Bill). I have been working in or around the P&C insurance world for 32 years. Bill is simply a genius. His knowledge and experience far exceed anyone else I have met […]

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The Choice is Yours: Compete With Analytics – or Get Beat by Analytics

The types of calls I receive on analytics typically fall into two categories. One is from producers who lost an account because the competition offered an analytics-based decision approach. As a result, they want to know how to go up against this type of broker in the future. The other is from a producer who […]

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Transitioning from Loss Forecaster to a SIGMA Analysis

Throughout SIGMA’s experience with supporting and improving the Loss Forecaster software, one question has appeared time and time again from our users:  why would they transition from utilizing Loss Forecaster to engaging SIGMA in an actuarial analysis, and how do they know when the time is right?  In this blog post, we hope to address […]

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How All Clients – Small or Large - can Benefit from Analytics

SIGMA recently celebrated six months of success with our new online product,, which contains training videos, resources, and the online version of Loss Forecaster. This process has prompted a lot of conversation about what types of analytics best serve clients of different sizes. As result, we are developing LORAN, a new analytic tool for […]

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The Challenge of Hiring Great Sales People!

For over thirty years of my career, I’ve been active in the property and casualty insurance brokerage industry, during which time I’ve traveled the country and met with hundreds of top brokers, sales managers, and agency owners.  Throughout this experience, conversations with my industry peers have always included one consistent theme – the significant challenge […]

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Building Blocks for the Analytically Based - Data Driven Broker

Blog 1: Intro to SIGMA & Scope and Data Requirements Blog 2: Loss Development Factors Blog 3: Reserve and Cash Flow Analyses Blog 4: Trending, Pure Loss Rates, and Loss Projections Blog 5: Confidence Interval and Retention Level Analyses Blog 6: Loss Cost Analysis As a current recipient of the Risk Management Blog, it’s likely […]

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Don’t Miss Out on the Competitive Advantage of Producer Research

With only a few weeks left before I close the door on the Producer Personality– Sales Performance research, I wanted to extend one final participation offer and share two videos and a podcast. Email me today at to participate before it is too late. There is no cost to participate, but you will receive […]

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Dissecting the Personality of a Power Broker

In 2010, after selling Specific Software Solutions, I went on a whirlwind tour to visit brokers around the country. The purpose was to ask one question, “What challenges does the property/casualty brokerage industry face?” The response was consistent and best summarized by a quote I wrote down to use as the motivation for my PhD […]

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