THE DEFINITION OF INSANITY: DOES IT APPLY TO YOUR AGENCY? by Becky Lathrop It has been said that lsquo;attitude will be the deciding factor in your failure or success. ...

THE EIGHT DEADLIEST WORDS AND PHRASES IN INSURANCE by Gary Blake Many of us become so dependent on templates and fill-in-the-blank processes for communicating that we sometimes overlook the ...

THE ELEPHANT HUNTERby Al Diamond Before you acquire an agency, make sure you acquire agency experience. I was recently contacted by a smart young agent who had come into the bus...

THE EXIT INTERVIEW: AN INVALUABLE INVESTMENT by Tom Baker How you end the e...

THE FOUR FACES OF PROFITABILITY: PART II by Diane Herbert and Pamela Millard The first part of this article focused on two faces of agency profitability: Pretax profit and Cash Flow from ...

THE FOUR PILLARS OF AGENCY MANAGEMENT by Bill Schoeffler and Catherine Oak There's no single ideal way to set up and ad...

What we say does matter. Unfortunately, most of us don't listen to the words that we use. They might seem harmless, but what messages are we sending to others about ourselves and how we perform our jobs? In this article, John Graham looks at some of the words and phrases that we all utter on occasion. Very often, we use these phrases as excuses about why something didn't get done.

THE GENESIS OF MARKETING by Jack Burke 'In the beginning . . .' there was an idea. Then came the plan. Unfortunately, when it comes to marketing, the action often comes b...

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.