How do you know what to change to make your agency run better? You're proud of your accomplishments, but can't seem to make the progress you desire year-by-year. In this document, Al Diamond recommends that during your planning process, instead of focusing outwardly on your competitors, the industry, or the economy, try focusing inwardly instead.

FOCUSING ON TARGET MARKETS by Al Diamond 'Target marketing' became the buzz phrase of the '90s, yet successful agents were targeting markets for years before. Why? Because it work...

Through the years I have seen Life policy applications and agents' reports with erroneous information. You probably have, too. I don't mean judgment calls with room for honest disagreement; I mean downright wrong information. One of the most common untruths may be the statement that a new policy will not replace an existing policy, when in fact it will. The agent may save the trouble of bothering with replacement forms, but he or she also may be buying a big problem.

Headlines in trade magazines and major newspapers announce thrift charters being approved for insurance companies, agreements being reached between federal bank regulators and state insurance departments, and financial services reform. In many ways, banks continue to increased their involvement in the Property/Casualty insurance market.

GET RID OF ABUSIVE CUSTOMERS by the IIABA Virtual University Faculty One of the nice things about being a business owner is that, if a client is abusive and undesirable, you can usually send...

GETTING A COMPANY APPOINTMENT: PART 1 by David Stambaugh This first article in a two-part series shows how to get a company appointment that can benefit you, your clients, and your carr...

GOODWILL VALUE IN AN INSURANCE AGENCY by Al Diamond If you think 'Goodwill Value' has something to do with the amount you contribute to the March of Dimes every year, you better t...

GREAT PASSERS! IMPROVE TWO-WAY COMMUNICATION by Michael Manes You might be passing along great ideas - but are your listeners receiving them? Who are Joe Montana, Terry Bra...

GROW REVENUES OR SHRINK EXPENSES: HOW TO IMPROVE AGENCY PROFESSIONALISM by Elizabeth Miller Although weve seen many agencies enjoy tremendous profits over the years, Elizabeth Miller believ...

HELLO, DOLLY: MOVING BEYOND OLD PARADIGMS by Michael Manes The announcement of the cloning of a sheep several years ago created quite a controversy. The possibility of cloning peopl...