MOVING A BOOK OF BUSINESS by Paige Proctor As insurance companies restructure, reposition, and reevaluate their effectiveness in the marketplace, change is inevitable. Your agency will ...

f you were managing a start-up band, would you depend solely on Lady Luck? Would you rely on Fortune dumping a great songwriter/arranger in your lap, great musicians who can actually get along, and a strong, powerful record company backing you? Would you just wait without searching for talent, obtaining signed contracts, securing studio time, or acquiring any backing? Of course not. Chris Burand wonders why so many agency principals take this approach to getting good producers.

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.

NEW BUSINESS DEVELOPMENT: IT'S MORE THAN SALES by Kevin Grant CFP, ChFC According to The Best Practices Of The Leading Independent Insurance Agencies In The United States, a study commissioned by t...

Dear (Customer Name), CUSTOMER SALUTATION GOES HERE THANK YOU! We appreciate your placing your HOMEOWNERS INSURANCE with (Company Name). We find that for convenience and service,...

NEW PRODUCER RECRUITING: A GROWING CONCERN FOR AGENCIES by Suzy Hammett The more effective your producer recruitment program, the healthier your bottom line. As an agency expands, it...

NEW WAYS TO DISTRIBUTE WORK LOADS A customer's name shouldn't matter when they're calling for assistance! Most CSRs have an assigned section of the alphabet for which they are responsib...

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.