SUCCESSFUL ANNUAL PLANNING by Catherine Oak Follow this basic planning annual process annually ...

No matter how much management, budgeting, staff training, or sales activity an agency or brokerage under...

SUCCESSFUL TELEPHONE COMMUNICATION TECHNIQUES: PART 1 by Bruce Shaffer Do you find it hard to use the telephone to help build your business? A lot of people do. This two-part series...

SUCCESSFULLY GOING BROKE by Roy Phillips Various studies conducted by an aggregate of trade groups report that insurance agencies and brokerages suffer from inconsistencies in manag...

SUPERVISION: MODULE III-D INTRODUCTION Training is simply the first step in establishing a producer and/or CSR in your Life department. Once they have learned wha...

SUPERVISORS AND MANAGERS SPEAK OUT! by Grace Bauer 'I may have the title of Commercial Lines manager, but I don't have the responsibility!' I've heard this lament more than once ...

It's easy to lose sight of the fact that agencies are in the service business. But consider that all agents sell the same product-insurance. Why do some agencies blossom while others wilt? Service and marketing are keys. Too often, getting new customers (through marketing) is emphasized at the expense of keeping customers (through service). You have to do a first-rate job at both to have first-rate growth and to control expenses

SURVEYS SUBSTANTIATE THEORY: RETENTION EQUALS GROWTH When striving to make an agency grow, most agency managers focus on increasing new business. But it's just as important to address improv...

The purpose of a suspense system is to call an item to your attention that requires that action be quickly taken. Your suspense system must be regarded as a priority procedure in your office. The system must be accurate, infallible, and easy to use.

SUSPENSE SYSTEM CONTROL by Mary Beth Bolen A well-run suspense system means better customer service, more cost-effective operation, and a stronger bottom line. When clients call with ...