COMMUNICATING WITH THE MEDIA by Sally Praskey 'Reporters are like alligators; you don't have to love them, but you DO have to feed them.' Steven Poole, director of corporate communications, ...

COMMUNICATION BUILDS TRUST by Bill Cates Why we all need honest communication in our business and personal lives. In his book Just Be Honest, Steven Gaffney believes that withhold...

When communicating your message, don't let familiarity breed indifference...

COMMUNITY BANK INSURANCE SALES: THE OUTLOOK by James Campbell Are community banks being left behind as the bank insurance business lurches forward? While nine of every 10 U.S. banks with gr...

COMPANY CONTRACTS: DOUBLE YOUR BONUSES by Chris Burand If one company is willing to pay twice the bonus for the same results, the same book, the same ease of doing busin...

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?

COMPANY UNDERWRITING COMMUNICATION One advantage of computerization is the ability to mass-produce customized information - letters, application forms, or submissions for quotes....

COMPASSION ON A COMPUTER by Jack Burke I frequently speak on the need to humanize our technology. Efficient processing cannot replace true customer care. All too often, we get caught up i...

COMPENSATING PRODUCERS by Harry Brooks, CPCU, CLU There probably is no subject in the field of insurance agency management that is discussed as frequently, but on which there are su...

COMPENSATING THE INSURANCE AGENCY OFFICE STAFF by Harry Brooks What should you be paying your agency office staff members, other than producers? It is not a sufficient answer to say...