Your client and prospect databases are valuable resources that could cost the agency a bundle if they fell into the wrong hands. Yet under federal copyright law,...

DEALING WITH THE PRODUCER WHO'S LEVELED OFF by Dave Kahle If a producers performance is lagging, heres how to turn the situation around. Every manager has, or will, c...

DEALING WITH THE THREAT OF VIOLENCE IN THE WORKPLACE by Stephen Linzer If one of your employees calls you an obscene name and threatens to kill you, firing him or her might seem to be the appr...

Nancy Newbee is the newest trainee for LOCO (Large Old Co.), Inc. She was hired because she's bright, articulate, well-educated, and motivated. She's in her second week of training.

DEFEATING CUSTOMER LOYALTY by Jack Burke Its not the big things that will cost you customers. Quite frequently, its the small things that drive people into the arms of you...

DEFENSIVE AGENCY MANAGEMENT by Carol Hammes Even in the best of times, managing an insurance agency isn't easy. The past decade has brought about rapid changes in technology, created more sales...

DESIGN A WORD-OF-MOUTH MARKETING CAMPAIGN by Patricia Berry Many companies mistakenly believe that WOM is just s...

DESIGN YOUR OWN FUTURE by Diane Herbert and Pamela Millard If youre failing to plan, youre planning to fail. What if we told you that companies with written busines...

DESIGNING EFFECTIVE SURVEYS by Mike Manes This is the latest in a series of articles on organizational management and leadership by Mike Manes. The first article created a Management ...

It's much easier to assess the financial strength of a carrier in the world of Property and Casualty insurance than in the world of Health insurance. Several organizations have standard rating systems to assess a P/C carrier's strength and financial performance. A broker can quickly compare the financial viability of various P/C carriers using an assigned rating. Brokers usually don't even bother to look at an unrated carrier.