Selling insurance isn't easy. Agency principals, producers, and staff can still reap rewards, but their ranks are thinning under pressure from lower premiums, reduced commissions, and greater demands from carriers and clients. Add to this the ever-increasing expense of technology.
The formula for a great insurance career used to be simple: 'Work hard for 20 years building the book of business, and the book will take care of you for the 20 years after that.' Not anymore.

10 WAYS TO FIGHT TELEPHONE FRAUD by Peter van Aartrijk Jr. Telephone industry analysts estimate that telephone fraud in the United States costs businesses and residences as much as $4 billion pe...

Just when we think we've grasped what's happening in business, something changes to disrupt the precarious balance. It may occur in the economy, an industry, a region, a particular market, or technology that alters even the most flexible business plan.

Establishing a strategy, then staying with it, was possible for most businesses until the last decade. Planning a year or more in advance was relatively easy. Ups and downs would occur but with a high degree of predictability. Hitting sales and revenue targets was almost a natural outcome.

A BRIGHT FUTURE FOR SMALL AGENCIES by Chris Burand Independent agencies, even small ones, definitely have a bright future. Offer better service related to a specific product or offe...

A PERPETUATION PLANNING PRIMER by Tom Doran No one expects the current frantic pace of merger and acquisition activity to last forever. When it does cool off, more agency own...

A TAX BONANZA: S CORPORATIONS AND ESOPs by Robert Nein The 1997 Tax Relief Act has made possible the best of all worlds for insurance agencies. One could not hope for a better opportunity. There ha...

ACQUIRING AN INSURANCE AGENCY by Carol Hammes The buying and merging of insurance agencies continues to be a hot trend. Traditional buyers, such as larger local agencies, regional f...

ACQUISITIONS: IS BIGGER REALLY BETTER? by Chris Burand Although, in general, growth is essential for agencies to retain markets and profitability, unrestrained growth via ac...

ADJUSTING EXPECTATATIONS --- AND THE LAW OF SUPPLY AND DEMAND by Jon Persky Back in the 1960s and 1970s, it wasnt unusual to find people who worked for the same company for their entire...

AGENCIES ARE GETTING HELP THESE DAYS! by Grace Bauer Every agency I talk to these days wants help. 'How can we be better?' 'How can we stay in touch with the client?' 'How can w...