Complacency or self-deceit can undo much good, and it can kill potential.
Too often I speak to P/C agency principals who say that they're doing just fine, thank you, in Life production. They have no complaints, there's production, so why look any further or make changes?

IF PRODUCERS COULD PRODUCE By Chris Burand How much wood would a woodchuck chuck if a woodchuck could chuck wood? Or for agencies, how much production could a producer produce if a produc...

IMPLEMENT THE RIGHT PROCEDURES TO RAISE REVENUE by Grace Bauer Is your agency using step-by-step procedures to train its employees? Has it reviewed its procedures to make sure they save tim...

IMPROVING LEADERSHIP PERFORMANCE! by Mike Manes This is the sixth in a series of articles by Mike Manes on managing organizations and ...

INCREASING AGENCY MORALE: ARE YOUR EMPLOYEES TRULY HAPPY? by Grace Bauer Are your employees truly happy? If you answered 'yes,' think again! After working in various positions from secr...

The sale of Life insurance to Personal Lines Property/Casualty customers has long been an issue with traditional independent insurance agents and brokers. There are very few agencies that haven’t tried, at one time or another, to develop a program to cross-sell Life, Health, or Disability to existing customers. Many agencies have even hired a “Life Person,” only to end up with a big expense and little income to show for the effort. This has only added to the frustration of the agency owners. So what’s the answer?

INTELLIGENCE AND MARKETING by Al Diamond 'Some agents wouldn't dig for gold even if you guaranteed them a strike!' Does any insurance agent truly believe that there is LESS Personal or Comm...

INTERNET SALES: VALUE TRUMPS PRICE by Steve Anderson I regularly read and follow a number of blogs written by people outside the insurance industry. Seth Godin is one of those people. He ...

INVENTORY YOUR ASSETS by Mitchell Axelrod Take an asset inventory, using the attached worksheets to lift your leverage-ability and vault your value-ability. The first is a Business Streng...

IS 70% OF YOUR MARKETING MISSING THE MARK? by Mitch Axelrod Answer this question: Why do you buy what you buy? Its commonly thought that people buy for one of two reasons: desire ...