Are independent insurance agents on the verge of extinction? On the MisFortune 500 list of endangered occupations? You might think so after reading some of the press. For a different perspective, Kevin Stipe offers his observations of current and past trends and market conditions to prove that we’re not necessarily going the way of the dinosaur and the door-to-door encyclopedia salesman.

The No. 1 Reason Why Most Sales Managers Fail! by Patricia Berry The primary reason for failing as a sales manager seems to be invisible to most managers. This article provides the reason ...

When you come right down to it, failure is a word we use to describe anything short of absolute success. Like perfection, success is unforgiving, when measured systemically. You either succeed or you don’t. For many people, there is nothing between success and failure. It’s an either/or, all-or-nothing outcome. Get an interesting and inspiring perspective on the concept of failure in this document by Mitch Axelrod.

THREE PERSPECTIVES ON PERPETUATION MISTAKES 'What is the most common mistake agency principals make during the perpetuation process-and how can they avoid it?' Douglas C. Moat,...

THREE WAYS TO LOWER YOUR AGENCY VALUE by Bill Schoeffler and Catherine Oak When you sell your business, heres what youre really selling. When agency owners sell thei...

TIPS TO HARNESS THE POWER OF THE MASTERMIND by Bill Cates If there is one book responsible for creating more millionaires than any other, my guess is it would have to be Think and Grow Ri...

Use this proven technique to turn Commercial Lines prospects into clients.
Does this sound familiar? You go into a sales interview telling your prospect that you work for one of the best agencies in town. You tell them you give great service, represent 14 markets, and would like a chance to prove your value. As a result, they give you the chance to bid on their account, and you feel like you’ve got your first victory. Incidentally, when you asked if there were any problems that you should address, they said, no — they just wanted you to do what you could to keep their insurance costs low.

TO CAPITALIZE OR NOT TO CAPITALIZE, THAT IS THE QUESTION by Irving Blackman Many business owners have questions concerning repair vs. capitalization problems. If Hamlet had owned a business, he ...

TOP 10 NEW YEAR'S RESOLUTIONS FOR AGENCY PLANNING by John Jaques Use these planning guidelines to grow sales and earnings. In case you didnt create a New Years resolution lis...

TOTAL ACCOUNT SELLING TO PRESENT CUSTOMERS Dear (Customer Name): WE VALUE YOUR BUSINESS! (Your Agency Name) is proud to have you as a customer. You've been with us for many years, and we...