PR: A NEW TWIST IN DIRECT MAIL by Jack Burke Government and business have become unusual bedfellows in a unique and exciting direct-mail marketing concept. A joint project involving the aut...

IMMS Consultant Mike Manes strives to facilitate change, communication, learning, and positive results. To that end, Manes has written this powerful, substantial document. The IMMS Management Center will post it in three installments. Used singly or in combination, these documents will help you build your skills and achieve your goals.

Three in five businesses that suffer a major disaster never recover. They go out of business or are sold. Is your agency sufficiently prepared to survive a disastrous event? Jack Fries helps you to ensure that you'll remain open should the worst happen.

PRODUCER COMPENSATION: YOU GET WHAT YOU PAY FOR by Pamela Millard In spite of the continuing soft market (the permanent soft market?) and the troubling economy, there are opportunities fo...

PRODUCER GROUPS: ARE THEY RIGHT FOR BANKS? by Valerie Jordan Are producer groups an effective way for banks to build their insurance sales? Although Valerie Jordan has written this art...

PRODUCER RECRUITMENT: FACING THE CHALLENGE by Mark Shlien Todays industry climate presents a challenge for most owners who want to see their agencies continue as independent entiti...

Last week I was at a regional meeting where I met up with several producers from Texas. Having been a producer (a long time ago) and knowing how to swing a golf club, I fit right in. Being as committed to growth as I am, I ask the killer question that quickly exposes a problem. “John, what’s your growth goal for this year?”
He pauses and says “Um...around 65%.”
“Uh-huh. Where’s that from?” I asked.
“Well, I doubt I can do 80% and I didn’t want to sound like a loser and say 50 %, so I came up with 65%.”

PRODUCTIVE EMPLOYEES by Catherine Oak, CIC, AAI The productivity of employees has a great effect on the profitability of a firm. In an insurance agency, personnel costs are in the 50 percent to...

PROTECT PRIVATE INFORMATION FROM OUTSIDERS AND INSIDERS! by Steve Anderson Steve Anderson presents three recent events that demonstrate clearly that protecting the privacy of cli...

PROTECT YOUR AGENCY WHEN AN EMPLOYEE LEAVES by Steve Anderson and Kitty Ambers In today's highly automated environment, it's imperat...