AGENCY PROFILE
We are trying to get away from that and do more target or niche marketing where our companies tell us they have the products and pricing to be successful .
ANY STORIES ABOUT A MARKETING FAIL ? Probably too many to mention or remember . I remember the old baseball saying : ” You usually hit more singles and doubles than home runs so hit the home runs when you can but concentrate on consistently hitting those singles and doubles . It ’ s the same way in marketing . It is nice to sell a really large account but the consistent sales keep you in the game .
WHAT ARE YOU EXCITED ABOUT FOR YOUR AGENCY ’ S FUTURE ?
Well , there are several things . The agency was recently accepted for membership in the Bainswest , an alliance that the Insurance Journal recognized as one of the nation ’ s top 20 . We look forward to the opportunities that collaboration will bring us . In our planning for 2021 , people in our agency did a great job exploring how the Coronavirus pushed the use of technology ahead 18 to 24 months and how to better use it in our agency . One of our people pointed out that all the technology will make personal touches more complicated and more important . So , we made efforts to deal with both those issues in our planning . Probably most importantly , this is our 80th anniversary year ! We are planning how to celebrate that and continue our legacy . It should be a fun year of celebrating , looking back at our history , and looking forward to the future .
WHAT ’ S THE BEST ADVICE YOU EVER RECEIVED ? It was probably an experience more than advice . I had a chance to work for two years , while in college , at Landreth , McGrew and Johnson , in Lawrence . It was a great experience that allowed me to bring some great ideas back to the agency . Jack Landreth and Bob Johnson Sr . at LMJ were two of the best I ’ ve been around , not only as agents but also as people , and I count myself lucky to have worked around them . I would recommend to anyone going back to work in a family agency that if they have a chance to work in another agency before you go back , do it ! It helps you avoid that forest-forthe-trees view you get when you don ’ t have the broad range of experience working in other firms . It shows you how someone else does it , and it can be excellent training . At that firm , I got to go out on my first arson fire and measure what seemed like every farm building in Douglas County ! listen to Bob and Jack talk about how to provide disability income for an NFL star ; be part of a discussion whether or not to renew a client ’ s insurance with a questionable claims history . ( By the way , six months after I came back to Liberal , his store burned to the ground , and he went to jail .) Those were all learning experiences for me .
BESIDES JOINING KAIA AND WORKING WITH ASCK , WHAT TIP WOULD YOU GIVE TO NEW INDEPENDENT
AGENTS ? Enjoy the “ independence ” and all it affords you , the great companies , clients , and other agents you get to work with . Some of my richest friendships come from the KAIA and those I met while being active in the KAIA . Look for that mentor or friend that will let you pick their brain and ask constant questions . I was so lucky to have those in people like Jack Landreth and Bob Johnson Sr ., as well , of course , as my father , Al Shank Sr . I ’ m sure there were days they all felt that if I asked them one more question , they would lose it . Still , they didn ’ t stop me and continued to give me good counsel and advice . I will be forever thankful for them .
Location of Agency : Liberal , Kansas Year established : 1941 Lines of business : All lines , including P + C and Life How many full-time staff ? 6
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