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THE KEEP/SELL DECISION by Brian Burke Agency owners who are faced with the decision of keeping or selling their agencies can't really explore one of these routes without investi...
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THE KEYS TO THE KINGDOM: SALES by Al Diamond As with so many inventions, improvements, and business successes, the keys to the kingdom in sales offer basic common sense soluti...
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THE LU AND THE TORPEDO: A TALE OF TWO PRODUCERS by Chris Burand To paraphrase Robert Louis Stevenson, 'All men are salesmen, selling themselves, its just that not all men kn...
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THE MIXED-PERPETUATION SANDWICH: INSERTING A NON-FAMILY LAYER by Brian Burke Discussions about the perpetuation of family-owned agencies often assume that the offspring always bu...
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THE NEW SMALL AGENCY by Steve Anderson Theres never been a better time to start a new insurance agency than today. This might seem like a strange comment, given the current state o...
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THE OVERWORKED AND UNDERPAID CSR by Grace Bauer Agency principals need to realize how overworked and underpaid CSRs really are. Look around the office. Are employees coming in early to get ...
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THE PERFECT EMPLOYEE: PERFECT OR NOT? by Grace Bauer I just finished talking to a customer about one of his staff members. 'He's a perfect employee,' the customer said. 'He's ki...
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THE POWER OF GOALS by Grace Bauer Do you feel that you're getting 100% out of each employee in the office? When t...
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THE POWER OF TESTIMONIALS by Jack Burke Preachers might have been the first to understand the power of te...
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THE QUALITY SCORECARD by Al Diamond Without industrywide efforts to improve, the insurance industry will continue to be susceptible to alternative markets, alternative-distribution channels, an...