IF I IGNORE IT, IT WILL GO AWAY by Pegi Flahault A young agent, the son of an agency owner, once said the problem with most agency principals is that theyre salespeople, and salespeople ha...

IF I WERE MARKETING MANAGER FOR A DAY by Janis Williamson, CPCU, CPIW The role of the marketing manager is quite different than it has ever been before because the marketplace is li...

IF I WERE A MARKETING MANAGER FOR A DAY by Delbert Hawkins Once upon a time, a marketing representative was an ex-underwriter who went into the field because he or she was too youn...

Complacency or self-deceit can undo much good, and it can kill potential.
Too often I speak to P/C agency principals who say that they're doing just fine, thank you, in Life production. They have no complaints, there's production, so why look any further or make changes?

IF PRODUCERS COULD PRODUCE By Chris Burand How much wood would a woodchuck chuck if a woodchuck could chuck wood? Or for agencies, how much production could a producer produce if a produc...

IF YOU WANT THE SWEETEST MUSIC, YOU NEED TO PAY THE PIPER by Al Diamond 'You get what you pay for.' Can we assume that this is always the case? Al Diamond looks into whether compensati...

IMAGING: A POWERFUL TOOL TO INCREASE PRODUCTIVITY by Sharon Cunningham Use these guidelines to implement a comprehensive imaging system. Many agencies are testing ...

IMAGINING A MARKETING MANAGER'S CONVERSATION by Knight Berman How a company makes decisions and executes them has long been a puzzle to agents. Sometimes, the decisions seem to ref...

IMPLEMENT THE RIGHT PROCEDURES TO RAISE REVENUE by Grace Bauer Is your agency using step-by-step procedures to train its employees? Has it reviewed its procedures to make sure they save tim...

In addition to working in the business, more and more agency principals and managers are working on the business by focusing on technology and workflow improvements. The latest Future One agency survey confirms this trend ― 72% of the agents surveyed responded that core management issues for them are to make their internal operations more efficient and to use technology to conduct business with carriers more efficiently. Jeff Yates shows you how to improve agency workflows with technology.