FOLLOW THE LEADER - LEAD THE FOLLOWER! by Mike Manes 'The first role of the leader is to define reality.' - Max DePree, businessman 'The one absolute for leadership is foll...

FOR THE FUTURE-PRODUCER RECRUITING Producer recruitment should be a continuous process that provides the lifeblood for your agency. In th...

FORMALIZING THE PLAN A plan is only as good as its execution. It is essential that progress be monitored and adjusted and changes made when necessary. Which means that once you prepare the plan, you ...

FOUR DYNAMIC MARKETING TIPS by Patricia Berry Basic marketing tactics often produce the most profitable results. Patricia Berry offers four examples that have proven highly effective for any ...

FOUR QUICK HIT REFERRAL IDEAS by Bill Cates Every time I host a Referral Champions Boot Camp, I walk away with great ideas from the attendees - and the latest camp was no excep...

FROM ESTATE TAX TRAP TO TAX VICTORY by Irving Blackman You hear it all the time: 'Tax law is too complicated.' Well, it is. My job is usually to explain complex tax law in understandable langu...

It used to be the $1 million ceiling. That was the level of revenue at which an individual performing agent with a few helpers had to become a business with different people handling different clients and responsibilities. Everyone still worked for the agent, but the agent no longer made every decision.

However, running an agency as a business doesn't automatically result in growth and a high quality of professional service. By the time the agency reaches $2 million, it runs into another "invisible ceiling."

FUEL AND OIL DISTRIBUTORS - 'OUR BUSINESS IS VOLATILE' Dear (Customer Name): Your business is a volatile one. Gas and oil prices seldom remain stable, and supplies can't be taken for granted. And...

GENERAL SOLICITATION - NEW LIFE COVERAGES AVAILABLE Dear (Customer Name): Eighty percent of all assets people leave at death consist of Life insurance proceeds. Have you checked lately to ensure tha...

GENERATIONAL MARKETING by Patricia Czech Each generation has its own characteristics (ways of speaking, acting, and believing). Patricia Czech helps you to categorize them as marketing tar...