WHAT DOES AN AGENCY OWE ITS PRODUCERS? by Chris Burand This is the softest market the P/C industry has ever experienced. To thrive, agencies must eliminate waste, work harder, and work sm...

Is selling the same as prospecting? Is selling the same as quoting?

No to both questions. In the insurance business, selling is comprised of two components, but neither of them involves prospecting or quoting.

WHAT IS AN AGENCY WORTH? by Roy Phillips, CIC, CPIA Check out these four ways of determining an agencys value. Agency management cons...

WHAT MAKES A GREAT OWNER? by Catherine Oak If the role of an owner was treated like any other position in an agency, what would the job description look like and what are the key characteri...

WHAT MAKES YOU SPECIAL? by Pegi Flahault 'So, tell me a little about yourself.' Remember how important an intelligent and succinct response to that question was when you were out job ...

Far from just another sales technique or gimmick, Productive Selling Attitude (PSA) is a fundamental approach to making sales.

PSA is emerging from a clear understanding of how customers think, as well as from the expectations of suppliers and vendors.

Only those who are brutally honest with themselves really make it in sales - this means admitting that it is getting more difficult to "make the sale."

The obstacles to success are everywhere. Automated telephone systems serve as an impenetrable wall. The fear of making a wrong decision creates endless delays and false starts.

No matter how hard you try, customers will find fault with you or your staff. How you handle those complaints will determine your account retention and customer satisfaction rate. Here are three key guidelines to help the cause.

WHAT TO DO WHEN AN OWNER RETIRES by Al Diamond Retirement should never be a spur-of-the-moment decision, even if the temptation is frequent when carriers, customers, or em...

WHATS MY AGENCY WORTH? by Al Diamond Why is an agency worth different amounts in different valuation scenarios? The value of a business (including an insuranc...

WHAT'S A CUSTOMER WORTH? by Al Diamond You work hard to sell insurance to new customers, we all know that, and that is why we pay for marketing and advertising to prospects, the general public...