FRAMEWORK FOR AGENCY SUCCESS by Patty Vaughn NEW BEGINNINGS I'm not quite sure why, but for me, fall is the time of year that signals new beginnings. Maybe it's because students are...

GEORGE, THE ETERNAL OPTIMIST by Chris Burand This object lesson shows how NOT to grow your agency. A few years ago, an agency principal let...

GETTING CLIENTS OR PROSPECTS BACK In a suburb of Philadelphia-Langhorne, to be precise-is an unusual retail operation. It's a car dealership, but the difference is the firm's philosophy that no one...

Ever since independent agencies were invented, their owners have wondered how to find, motivate, and keep good producers. But according to one consultant, most principals still aren't getting a good deal.

'Across the United States, more employee producers are overpaid yet underproduce,' says Jeffrey Wodicka. Wodicka is president of a consulting firm called Directions Agency Management Resources Limited of Rockville, New York, as well as principal of The Greystone Agency, also of Rockville.

GIRAFFES, EGGS, FROGS, AND OTHER MANAGEMENT STRATEGIES by Emily Huling Bringing out the best in employees takes creativity. A successful boss treats customers and employees ...

We've all heard of the wondrous salesperson who can sell sand in Arabia or refrigerators in Antarctica. But actually finding one for your business can be as hard to do as-well, selling sand in Arabia or refrigerators in Antarctica!

GOT NOVOCAIN WITH THAT CALL LIST? by Chris Burand A study by Sandler Sales Systems (May 19, 2010, Reuters), identified cold calling as worse than giving speeches, and celibacy was prefe...

GROWTH VS. PROFITABLE GROWTH by Chris Burand Revenue growth for its own sake doesnt make sense. In an industry that prizes sales, its no wonder that so many sales p...

How you value your L/H book of will impact perpetuation, profits, and cross-selling opportunities.

HOW TO BE A HIGH-PERFORMING FIRM by Catherine Oak, CIC, AAI The more effectively you sell, market, and service, the more valuable your agency. ...