CLUSTERING REVISITED by Roy Phillips Learn from this clustering success story. In the 1980s, some enterprising insurance agency owners introduced the...

The cluster concept has been a popular one for doctors, dentists, realtors, and others for many years. Insurance agency clusters have been around for a few decades, but interest in them intensified during the hard market of the early 1980s. At that time, smaller agencies banded together to protect themselves against increasing carrier demands brought on by tighter market conditions.

CLUSTERS - ARE THEY RIGHT FOR YOU? by Val Jordan As an independent agent, you know that it's becoming increasingly difficult to find products and services. Carriers have incr...

COACHING SALESPEOPLE by Bob Ayrer All of the selling expertise and rah-rah sales rallies in the world dont mean a thing unless you can convert this knowledge into skill ...

COACHING WINNERS by Brenda French 'Remember, the purpose of effective coaching is to catch your employees doing something right!' Two of the most-common reasons for small-busines...

COBRA EXTENDS HEALTH BENEFITS The Consolidated Omnibus Budget Reconciliation Act is better known as COBRA. Its acronym sounds venomous, but COBRA is the antidote for people who have just...

COLLECTION LETTER - THREATENING LEGAL ACTION Dear (Customer Name), RE: BALANCE DUE It is urgent that this unpaid balance be paid by ( ) to close this account. We have verified this balance and ...

COLLECTIONS The purpose of a collection system is to collect money owed to the agency without alienating the insured. In this section, we will answer the following questions: Who s...

COMBINE INCENTIVE COMPENSATION WITH EMPLOYEE EVALUATIONS by Al Diamond Wouldn't it be nice to have employees looking for more business to handle, or helping to innovate to ...

COMBINING INSURANCE AND FINANCIAL SERVICES: REALITY CHECK by Carol Hammes After the Barnett decision in Florida and the subsequent passage of the Gramm-Leach-Bliley Financ...