BREAKING THE SUCCESS BARRIER by Kenneth Davis An invisible barrier is holding you back. It's the reason why many of us aren't achieving the goals we set for ourselves. It has been constructed bric...

Offering business continuity planning services benefits you and your clients alike.
In theory, business continuity planning is a slow process. Ask a question and wait for the answer, ask the next question and wait again.

BUDGETING FOR NEW PRODUCERS by Chris Burand Few agencies consider the cost of new producers. Chris Burand explains why agencies wishing to grow or perpetuate need to focus on th...

BUDGETING: WHAT, WHY, AND HOW? by Al Diamond Most insurance agencies dont budget. They operate on the lsquo;Money-in-the-Bank or the lsquo;Sell-and-Hope-for...

BUILD CUSTOMER CONFIDENCE AND LOYALTY FOR THE LONG TERM by Mary Beth Bolen Historically, it's been fairly easy to write and renew coverage on an account for one to three years, after which th...

Why Is the Referral Process the Most Powerful Way to Sell?

Without question, selling through referrals is the most powerful way to build your practice; not to mention the most enjoyable. Producers who really love prospecting for business through cold calls are rare birds. My guess is that you're not one of them. In this age of voice mail, increased competition, and everyone being super busy, cold calling has become less effective.

Bob Kerrigan, one of the most successful agents alive, says, "The way of the world is to meet people through other people. And the referral is the warm way we get into their lives."

BUILDING TEAMS: A NINE-STEP APPROACH by Don Phin Follow these nine steps from Don Phin and youll build powerful teams. Im often asked to facilitate what we will refer...

BUILDING YOUR CAPITAL by Brian Burke Everything seemed to get better around here when we stopped worrying so much about taxes, Agency CEO Are you trying to build a...

Stephen Covey wrote a seminal book on how to run your life and your business, The Seven Habits of Highly Effective People. It’s a must read to fully understand the concepts of this article. Once you've read the book read it again at least once every quarter until you've absorbed these ideas into your psyche and are living those seven habits. One of the seminal habits is “Begin with the end in Mind”. However, an even more important principle of life and business is always do what’s right for the end user.

BUYING A BOOK OF BUSINESS by Richard Bergsund During the past nine years our executive search firm has been involved in a substantial number of assignments to find superior performers for internatio...