THE HARDENING MARKET: PROBLEM OR OPPORTUNITY? by Jack Burke I never sold an insurance policy in my life, unless you include Credit Life insurance and Automotive Extended Care c...

THE HERO FACTOR-USE IT FOR REFERRALS! by Bill Cates One reason people like to give referrals is to help their friends, ...

In spite of those who claim that “marketing costs too much,” John Graham provides four major reasons why just the opposite holds true.

THE ILLUSION OF SERVICE by Al Diamond I recently tried a little experiment. Two agencies that I encountered expressed a great deal of pride in the degree of service provided by their staf...

THE IMPACT OF CLUSTERS ON AGENCY VALUE by Chris Burand In this document, Chris Burand addresses the question of how an agencys value is affected when it doesnt own...

THE IMPACT OF CUSTOMER CARE ON E&O by Jack Fries Does your customer service provide effective protection from current and future E&O losses? In October of 1991, an upscale ...

THE IMPORTANCE OF WORKING CAPITAL by Chris Burand Working capital is vital to survival especially in this hard market. In this document, Chris Burand explains the importance of worki...

Are independent insurance agents on the verge of extinction? On the MisFortune 500 list of endangered occupations? You might think so after reading some of the press. For a different perspective, Kevin Stipe offers his observations of current and past trends and market conditions to prove that we’re not necessarily going the way of the dinosaur and the door-to-door encyclopedia salesman.

THE KEYS TO THE KINGDOM: SALES by Al Diamond As with so many inventions, improvements, and business successes, the keys to the kingdom in sales offer basic common sense soluti...

THE LOST ART OF BROKING by Rob Ekern Write quality, profitable business in soft and hard markets alike. I was speaking with a broker several weeks ago about the importance o...