TRAINING: MODULE III-C INTRODUCTION The following section covers both producer and CSR training. By going through this section, you will be able to take an inexpe...

TWELVE GOOD EXCUSES FOR SENDING A NEWS RELEASE by George Nordhaus 1) Your agency has a birthday-an anniversary of its founding. 2) Someone new is hired, or you promote s...

TWO CLAIMS SCENARIOS SHOW VALUE OF ELECTRONIC PROCESSING by Sharon Cunningham If you have any doubt about your automation systems ability to improve your agencys claim...

TWO FUNDAMENTAL CHALLENGES FOR AGENCIES by Chris Burand How well is your agency developing quality producers and how effective is your management? Successful agencies fac...

TWO WAYS TO BOOST COMMISSIONS by Gil Simonds Account size and quality can adversely affect the value of an agencys or producers book, due to a combination of lower revenues,...

In the last decade, you may have heard the term 'program manager' or 'program administrator' being used frequently. They're often used interchangeably. This article will use 'program administrators,' or 'PAs.'

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.

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.

WHO SHOULD SELL LIFE? Selecting the party that will sell your Life insurance is a crucial decision. There are pros and cons to every possibility. Life business can be sought by: P/C Pro...