ACQUISITIONS: IS BIGGER REALLY BETTER? by Chris Burand Although, in general, growth is essential for agencies to retain markets and profitability, unrestrained growth via ac...

How is an unorganized pool of data in your files transformed into a systematic stream of active leads for Life production?
You want to avoid the pitfalls that many P/C agents have encountered -- pitfalls that have killed Life-sales operations. To build a successful, positive lead program, it's prudent to identify potential negatives.

ACTUARIAL CHECKLIST FOR THE INSURANCE AND RISK MANAGEMENT PROFESSIONAL by Al Rhodes The responsibilities of risk managers, risk management consultants, accountants, and brokers increase as insurance...

ADDING VALUE TO A FAMILY BUSINESS by Pegi Flahault A long time ago, agencies thrived by simply writing enough policies, attending enough meetings, making enough contacts, and re...

ADJUSTERS SAY THE DARNEDEST THINGS by Bill Wilson Its inexcusable when a claim is denied for no other reason than 'Its not covered.' The insured is owed a reason for a clai...

ADJUSTING EXPECTATATIONS --- AND THE LAW OF SUPPLY AND DEMAND by Jon Persky Back in the 1960s and 1970s, it wasnt unusual to find people who worked for the same company for their entire...

Here's a letter I received recently:
Dear Dave:
I am the manager of a four-person Life/Benefits department of a P/C agency. The agency is set up with profit centers such as Personal Lines, Commercial Lines, Surety, and Life/Benefits. Each profit center shares in the common overhead of the agency office supplies, salaries, etc.
I have no problem having my department pay for what it uses.

If (when) your agency faces E&O litigation, you’ll need to provide admissible evidence to the court. Laws are standard in most states, with six requirements for the admissibility of evidence. To give your agency the best chance of winning an E&O judgment, you need to comply with these practices:

ADOPT MEASURABLE OBSERVABLE SERVICE STANDARDS by Troy Campbell Measurable Standards Developed By The Team To compete in the service sector, realize that price-cutting will co...

ADVICE ON DEVELOPING A PRODUCER RECRUITMENT PROGRAM 'What advice would you offer an independent agency on a step-by-step basis, for deve...