Cross-marketing between banks and insurance agencies remains largely virgin territory. Most of the potential has not even been charted, let alone mined.
In working with banks as partners, owners, or co-venturers, insurance principals should recognize the pros and cons of the affiliation to neutralize the negatives and build on the positives.

Ever since independent agencies were invented, their owners have wondered how to find, motivate, and keep good producers. But according to one consultant, most principals still aren't getting a good deal.

'Across the United States, more employee producers are overpaid yet underproduce,' says Jeffrey Wodicka. Wodicka is president of a consulting firm called Directions Agency Management Resources Limited of Rockville, New York, as well as principal of The Greystone Agency, also of Rockville.

GIRAFFES, EGGS, FROGS, AND OTHER MANAGEMENT STRATEGIES by Emily Huling Bringing out the best in employees takes creativity. A successful boss treats customers and employees ...

We've all heard of the wondrous salesperson who can sell sand in Arabia or refrigerators in Antarctica. But actually finding one for your business can be as hard to do as-well, selling sand in Arabia or refrigerators in Antarctica!

GLASS CEILINGS IN THE INSURANCE AGENCY BUSINESS by Al Diamond Learn what to expect, and how to grow, as you approach milestones in premium volume. Much of management consultant work i...

We've all read about excellence, heard about excellence, talked about excellence, and quite frankly may be sick to death of excellence because the parameters...

GOOD NEWS/BAD NEWS by Mike Manes Before the days of political correctness, there were great 'good news and bad news' jokes. 'Did you hear the one about the doctor who told t...

GOOD TELEPHONE SKILLS MEAN SUCCESS by Jack Burke Nearly 20 years ago, as manager of a growing automotive leasing company, I was researching specialty bus manufacturers to represent. It ha...

GOOD UNDERWRITING SUBMISSIONS GUARANTEE MORE SALES by Thomas Carpenter, CPCU Nothing is more discouraging to an experienced, professional large account underwrite...

GOODWILL VALUE IN AN INSURANCE AGENCY by Al Diamond If you think 'Goodwill Value' has something to do with the amount you contribute to the March of Dimes every year, you better t...