CLUSTERS - ARE THEY RIGHT FOR YOU? by Val Jordan As an independent agent, you know that it's becoming increasingly difficult to find products and services. Carriers have incr...

Use this “one-two” technique to wedge your way into taking accounts from your competitors.

COMMUNICATION BUILDS TRUST by Bill Cates Why we all need honest communication in our business and personal lives. In his book Just Be Honest, Steven Gaffney believes that withhold...

Do you regularly negotiate such contractual issues as commission rates, growth goals, etc. with your companies?

Congratulations to the 57% who responded, “Yes!” Based on those positive responses, it appears that agencies of all sizes are negotiating. Negotiations aren't limited to larger agencies. If these agents weren't succeeding in their negotiations, even in a hard market, they'd be giving up. Although 57% is a good percentage, I'd love to see this number keep growing. If you aren't negotiating contractual issues with your companies, isn't it time to begin?

COMPARING APPLES TO ORANGES by Bill Wilson Youve seen the commercials: 'Call now and save 15% or more on your car insurance!' Unfortunately, when someo...

COMPENSATING THE CROSS-SELL by John Jaques A simple method for cross-selling employee benefit coverages to Property/Casualty clients is to establish a disciplined program for the ...

COMPENSATING THE INSURANCE AGENCY OFFICE STAFF by Harry Brooks What should you be paying your agency office staff members, other than producers? It is not a sufficient answer to say...

COMPREHENSIVE INSURANCE PROGRAM Dear (Customer Name): Does your business have Property insurance? How about Liability, Automobile, Crime, and Workers Compensation insurance? If you said 'yes' to a...

CONFIDENTIAL ANNUAL REVIEW As a valued customer of XYZ Agency, we would like to take this opportunity to thank you for your confidence in allowing us to service your insurance needs. To ...

CONNECTIONS: 'DO UNTO OTHERS ...' by Jack Burke Happy employees make for happy customers. You've heard that before, along with 'Your employees will treat your customers the same way the...