A HIT LIST OF INSURANCE WORDS by David Chartrand Comic George Carlin is famous for a routine he did many years ago about the 'Seven Words you Can't Say On Te...

A JOINT VENTURE IN A SMALL TOWN by Ron Rensink The heated debate over bank activity in the insurance business has focused primarily on happenings in major metropolitan areas, where huge blocks of bu...

A LOOK AT VALUE ADDED SELLING AS AN ANSWER TO PRICE SELLING by Allen Karlin, Ph.D. U...

A MARKETING MINDSET CREATES CUSTOMERS by John Graham As the insurance organizations marketing meeting began, the president stated, We need more sales. This might see...

A NEW LOOK AT INSURANCE AGENCY VALUATION by Carol Hammes Its becoming increasingly important for agents to recognize that having a complete, professionally prepared appraisal won&...

'I’m going to quit smoking.' 'I’m going to drop 15 pounds so I can wear a tux again.' Like us, you probably don’t need help coming up with a New Year’s resolution or two. However, this document by Curt Pearsall offers some resolutions for your agency that are definitely worthwhile.

A POTPOURRI OF E&O TIPS by Curtis Pearsall Now that the hard market is upon us, theres no doubt that the Excess and Surplus Lines (E&SL) marketplace will be used to an even g...

This article should challenge your thinking and management style and create new opportunities for you to build more Personal Lines sales. To improve your sales, your staff must change how they see themselves, develop their own reasons for doing what you want them to do, establish strategies to use the skills they already have, and adopt new ways of communicating.

ACCIDENT/SICKNESS Dear (Customer Name): 'ME? I NEVER GET SICK!' How many times have you heard - or said - this? Probably more than you can count. However, you can get sick or have an a...

ACCOUNTS RECEIVABLE Dear (Customer Name): Can you imagine sending the following letter to all your customers? 'Dear Customer: Last weekend an explosion destroyed all our accounts receivable recor...