CHANGE: WHAT AN OPPORTUNITY! by Chris Burand A changing industry offers the greatest opportunity business people ever have for becoming successful. Chris Burand urges you to welco...

CHANGING ENVIRONMENT MAKES HIGH VALUED AGENCIES EASIER TO RECOGNIZE by Robert Smith Stories are starting to circulate around agency/brokerage meetings, 'Did you hear what the ABC or XYZ Age...

CHARACTERISTICS OF STRONG AGENCY/CARRIER RELATIONSHIPS by John Jaques The compilation of agency/carrier relationship characteristics presented in this article is based on observatio...

Ten years ago it took $5 million in total agency revenues and about $30 million in Property/Casualty premiums to land on the top 100 agency list. Now an agency needs to have in excess of $10 million in revenues and $60 million in premiums to make the cut. Ten years ago the average independent agency in the country had $250,000 in total revenues with six to seven people. Today the average is close to $600,000 in revenues, also with six to seven people. To use a phrase from Bob Dylan, "the times, they are a changing."

This checklist outlines the major factors an insurance agency and a producer should consider in negotiating an employment agreement. It should not be construed as a specimen contract or agreement but merely a guide for reaching a meeting of the minds over subjects important to both parties. If you are engaged in this kind of negotiation now, use this form to check off these considerations in the blocks provided, as they are agreed upon. Be sure to consult an attorney for assistance in drafting the legal language necessary to implement a formal contract.

CHECKLIST OF CONSIDERATIONS IN NEGOTIATING A PRODUCER/AGENCY AGREEMENT This checklist outlines the major factors an insurance agency and a producer should consider in negotiating a...

CHECKLIST OF SERVICES Dear (Customer Name): SHARPEN YOUR PENCIL AND CHECK OUT THE COMPETITION . . . and we bet you'll find that it pays to comparison-shop when you're...

There may come a time when your agency's communications needs exceed the capabilities of in-house personnel. You want to concentrate on producing new business, developing products, and servicing clients. Who has the time and expertise to create newspaper or radio advertising-or perform the myriad public relations functions necessary to keep your agency in the public eye?

CHOOSING THE RIGHT MARKET FOR YOUR AGENCIES by Janet Lewis After the work that goes into finding and qualifying prospects, getting in the door, and gathering the proper data to quot...

CLAIM PROCEDURAL GUIDELINES by Mary Beth Bolen Of all the things a customer service representative (CSR) does for clients, you and the agency are most directly affected by the clients' receptio...