BUDGETING: WHAT, WHY, AND HOW? by Al Diamond Most insurance agencies dont budget. They operate on the lsquo;Money-in-the-Bank or the lsquo;Sell-and-Hope-for...

BUILD CUSTOMER CONFIDENCE AND LOYALTY FOR THE LONG TERM by Mary Beth Bolen Historically, it's been fairly easy to write and renew coverage on an account for one to three years, after which th...

Why Is the Referral Process the Most Powerful Way to Sell?

Without question, selling through referrals is the most powerful way to build your practice; not to mention the most enjoyable. Producers who really love prospecting for business through cold calls are rare birds. My guess is that you're not one of them. In this age of voice mail, increased competition, and everyone being super busy, cold calling has become less effective.

Bob Kerrigan, one of the most successful agents alive, says, "The way of the world is to meet people through other people. And the referral is the warm way we get into their lives."

BUILDING YOUR CAPITAL by Brian Burke Everything seemed to get better around here when we stopped worrying so much about taxes, Agency CEO Are you trying to build a...

BUSINESS COMBINATIONS: SURVIVING/THRIVING WITH A MERGER by Carol Hammes These guidelines will help you meet the challenges of merging your agency. Most industr...

Each year potential hazards threaten the business community worldwide. Earthquakes, hurricanes, floods, fires, and other disruptive events represent a continuous problem throughout the business community. Many of these threats result in significant exposure to large and small businesses. When business operations are disrupted, companies suffer both tangible and intangible losses.

BUSINESS COVERAGE UPGRADING IT'S OUR SPECIALTY Dear (Customer Name): Like any other businessperson, an insurance agent must target a certain type of business that he or she can ha...

BUSINESS EVALUATION - BUSINESS ESTATE PLANNING HOW DO YOU PROTECT THE REAL VALUE OF YOUR BUSINESS? Dear (Customer Name): When a business owner dies, there are big expenses involved...

A FIRE CAN DO MORE THAN JUST DAMAGE YOUR BUILDING Dear (Customer Name): If a serious fire occurred at your ( ), your first thought would probably be for the immediate...

BUSINESS INCOME - EXTRA EXPENSE Dear (Customer Name): If your business is shut down by a fire or other disaster, you want two things: to lose as little money as possible, and to get back to business...