PRODUCER EQUITY POSITIONS by Al Diamond Never offer equity in a producer's created book of business. Well, 'never' may be too absolute. Let me put it this way. Never offer equity only ...

PRODUCER EQUITY: GOOD IDEA OR BAD? by Al Diamond Never offer equity only in a producers book of business if the goal is to reward a producer for success or to cement the re...

PRODUCER RELATIONS by Carol Hammes Despite tough market conditions and economic recessions, some insurance agencies are thriving. While the average agency has grown at an annual r...

PROFILE CHECKSHEET OFAGENCY HEADING TOWARD BANKRUPTCY by Chris Burand How healthy is your agency? This checksheet and financial analysis criteria can give you the answer. Use thes...

PUT YOUR ATTITUDE OF SERVICE INTO ACTION: I by Bill Cates You know that client retention is every bit as important as acquiring new clients. Your 'attitude' of service becomes a '...

A few days ago, I received a call from one of our Referral Boot Camp graduates, Greg, who was experimenting with Referral Events and not having the success he’d hoped for. Although many clients attended his events, they didn’t always bring a guest for him to meet — even though it was requested on the invitation. Greg didn’t feel that he could turn down his clients’ desire to attend his events, even though they didn’t have a guest to bring.

REFERRALS: GO FROM A 'ME' TO A 'WE' PROCESS by Bill Cates For many years, the referral process has been taught as a...

REFERRALS: THE SECRET TO CONSISTENTLY HIGH PROFITS AND RETENTION RATES by Lynn Thomas, JD Frankly, Im puzzled. Recently, I spoke at a conference where members who have known each o...

REPLACING AN OLD POLICY WITH A NEW ONE PART 3 by Richard Weber The previous article in this series reviewed the first two sections of the RQ. In this document, Richard Weber ...

RETIREMENT PLANNING CONGRATULATIONS! Dear (Customer Name): You have recently retired after many years of hard work at ( ). Now you're making plans for a new beginning. You've been a valued...