The old marketplace selection process is futile. There simply aren’t enough carriers to go around, it’s not in the client’s best interests, and it doesn’t allow a firm to differentiate itself. To make matters worse, the average hit ratio is a whopping 15%! Rob Ekern recommends (and explains) the Brokerage Selection Process for developing and retaining revenue.

This four-part article offers a step-by-step, comprehensive plan for growing your agency’s business.

This four-part article offers a step-by-step, comprehensive plan for growing your agency’s business.

The Business Development Plan - Part 3 Of 4

This four-part article offers a step-by-step, comprehensive plan for growing your agency’s business.

Most P/C agencies that start a brand-new Life department are going to start by selling Personal Life policies-and well they should. Concepts in Personal Life insurance are for the most part easier to grasp.

THE CAJUN COYOTE: FROM PREY TO PREDATOR By Mike Manes With your competition evolving from day to day, so must your approach to marketing. WARNING: READ AT YOUR OWN RISK! Thi...

THE CARDINAL RULE OF E-MAIL NEWSLETTER MARKETING: DON'T BE RUDE by Patricia Czech Focus on your e-message and its relevance to your readers when reaching out to them. The ...

THE CHALLENGE OF CHANGE by Mike Manes A body at rest tends to remain at rest. Is it just human nature to resist change? Mike Manes examines this issue as it applies to independent agenc...

THE CHANGING INSURANCE-DISTRIBUTION LANDSCAPE by Bobby Reagan and Jim Campbell For years, little changed in the distribution of insurance other than the gradual shift of market share in the Per...