A lsquo;FAILED PLAN AND THE SOLUTION By Al Diamond This letter from an Agency Consulting Group client, together with my reply, speak for themselves: Dear Al, I...

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 CASH-FLOW BUDGET FOR AN INSURANCE AGENCY by Zachary Berhau Some agencies show a paper profit year in and year out. Suddenly one day, they're in financial difficulty. How can an agency makin...

No matter what their size, many businesses use most of their available energy just keeping things running on a day-to-day basis.
Unfortunately, there seldom seems to be much time for those tasks that can have a profound effect on a company's future, such as communicating the company's message and projecting its image.

In this day of big business chicanery and consumer suspicion (not to mention big business suspicion of consumer chicanery), it might do a CSR good to brush up on ethical...

A FINAL REASON TO lsquo;GUIDE FOR COMMERCIAL LINES REFERRALS by Gil Simonds In the previous article, I promised to provide one last reason to guide for referrals...

A HEALTHY MARKET? PERCEPTION IS REALITY by Chris Burand A recent study by Zurich U.S. revealed what I believe could cause big problems for agents and brokers in the near future. The probl...

A JOINT VENTURE IN A SMALL TOWN by Ron Rensink The heated debate over bank activity in the insurance business has focused primarily on happenings in major metropolitan areas, where huge blocks of bu...

A ONE-MINUTE MARKETING PLAN byPatricia Czech Whether you're planning a new Web site or your site is already up and running, here's some inside information you need t...

This article should challenge your thinking and management style and create new opportunities for you to build more Personal Lines sales. To improve your sales, your staff must change how they see themselves, develop their own reasons for doing what you want them to do, establish strategies to use the skills they already have, and adopt new ways of communicating.