Most agencies plan, measure and record the sale of new business, but very few take the time to really control the loss of business to the agency. It is the opinion of our firm that no agency really profits if business keeps coming in the front door and going out the back.

Dear (Customer Name): You've purchased Life insurance for key employees because you know it could mean financial disaster for your company if you were to lose someone...

COMMERCIAL LINES INSURANCE CHECKLIST by Jack Fries Use this checklist by Jack Fries to see which Commercial Lines coverages your clients have, those that they need, and those that you write. ...

COMMERCIAL LINES MARKETING PROGRAM by Al Diamond This documentcovers issues as diverse as agency budgeting, how to post an effective classified advertisement, and marketing carr...

Dear (Customer Name), ARE YOU FED UP? By insurance, that is. If so, I understand. Quite frankly, so is the rest of the world. That's why... NOW,...

Do you regularly negotiate such contractual issues as commission rates, growth goals, etc. with your companies?

Congratulations to the 57% who responded, “Yes!” Based on those positive responses, it appears that agencies of all sizes are negotiating. Negotiations aren't limited to larger agencies. If these agents weren't succeeding in their negotiations, even in a hard market, they'd be giving up. Although 57% is a good percentage, I'd love to see this number keep growing. If you aren't negotiating contractual issues with your companies, isn't it time to begin?

One of the most common questions we hear during consultation involves compensation for owner/producers, existing producers, and new producers. The principal question is how much and how to pay for production that compensates salespeople fairly and gives them incentives for continued growth.

The answer is complex because the same compensation models don't fit all producers.

Dear (Customer Name): You are in a difficult business. You have a staff of professionals who are responsible for many ill and injured...

CROSS-SELLING: ARE YOU MAXIMIZING YOUR INCOME POTENTIAL? by Harlan Warthen Too many agencies are missing out on this key marketing opportunity. The income potential from cross-...

Developing new business is an integral part of every insurance agent’s regimen. There are endless ways to go about looking for new business. Jack Fries explains why successful agents must know how to focus their efforts to engage in the most efficient methods possible.