MINING THE ASSETS OF STUDENTS by Jack Burke In the future, student-clients will make or break your business. Hiring students as part-time workers can also be crucial for per...

Eventually, almost every employer after employer needs to deal hiring low wage earners who are seldom motivated toward high performance.

MOTIVATION: GETTING OFF THE TREADMILL by Al Diamond Three agencies we visited had problems so similar that we decided to see just how many agents have the same experience, and the sa...

MYTHS BUSTED: AGENCY TRUST MONEY AND CAPITALIZATION by Chris Burand July 8, 2010 Insurance Journal: lsquo;FBI Raids Tennessee Payroll, Insurance Firm Sommet Group Jul...

NASCAR: SUCCESS CREATES CHALLENGES by Chris Burand Chris Burand compares agency management challenges with NASCARs: Learning to manage people and their emotions, while still succeeding...

According to an old axiom, keeping an existing customer is much more profitable than spending money going after new prospects. While that's generally valid in any business, it seems especially true in P/C agencies, particularly when management recognizes dozens of related financial services that can flow through a P/C book of business.

Procrastination is the greatest labor-saving device ever invented. Agency owners look at various changes they can make in their agency and say, 'This is a great idea and I’ll implement it as soon as I can get around to it.' In this document, Jack Fries suggests that you eliminate the talk and resolve to take action in the New Year — and watch your profits grow.

Call it branding. Call it marketing. Call it whatever you want. But it has the singular objective of motivating the right customer to want to do business with a particular company or to buy a particular product or service. In this document, John Graham lays to rest some common misconceptions on the role of marketing.

NO EXCEPTIONS by Grace Bauer 'Harm me once, shame on you. Harm me twice, shame on me.' In other words, we should learn from our mistakes. Better still, learn before you ever make...

NOW IS ALWAYS THE BEST TIME TO SELL YOUR AGENCY, RIGHT? by Chris Burand According to a number of recent articles, small business owners should sell their businesses today to avoid large i...