In the early 1990s a state insurance commissioner, in a Wall Street Journal front-page article, called insurance agents the 'buggy-whip makers' of the late 20th century. Several years later, you seem to be doing just fine, and in many cases, even better than investors in other areas. Kevin Stipe offers an overview of the insurance agency as an investment vehicle in this document.

When it comes to marketing, all too many agents are sinners. Many agents focus on the single client or prospect...

THE STATE OF RISK-MANAGEMENT EDUCATION by Marcus Covas Professional designations are conferred by a professional body that has specific entry requirements, such as a code of ethics, a set of pra...

TOTAL ACCOUNT SELLING TO PRESENT CUSTOMERS Dear (Customer Name): WE VALUE YOUR BUSINESS! (Your Agency Name) is proud to have you as a customer. You've been with us for many years, and we...

TCOR: YOUR SECRET WEAPON by Rob Ekern Use the Total Cost of Risk approach to get and keep quality business. To get the most out of the concept of the Total Cost of Risk ...

The Producer Compensation Manager, or PCM (TM), a software program for IBM PC and compatibles, takes much of the guesswork out of the job of...

TRIED AND TRUE MARKETING PRINCIPLES by Jack Burke The Internet is changing the way we do business. Thats true. Unfortunately, the hoopla over the Internet has caused people to forget t...

UNIVERSAL LIFE INSURANCE: MODULE V-E OVERVIEW Universal Life was created in the early 1980s at a time when high interest rates prevailed. Although the high intere...

UPDATE ON AGENCY VALUATION By Carol Hammes We have lost count of the number of telephone calls that we have received recently asking us what the going rate is for the sale of an insurance agency. ...

VALUATION AND STRUCTURING OF BUSINESS COMBINATIONS by Carol Hammes There are three key elements that must be considered when valuing and structuring a business combination between insurance agen...