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MANAGING COMPANY RELATIONS by Carol Hammes In recent reports, I have addressed the changing nature of the relationship between the American agency companies and the independent a...
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MANAGING FOR PROPER SERVICE by Catherine Oak Follow these guidelines to boost retention rates and earnings. Due to the costs of producing and servicing an account, the av...
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MANAGING FOR RESULTS by Carol Hammes Virtually all the insurance agencies that consistently experience above-average levels of productivity have two characteristics in common. First, they all have...
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Jack Fries looks into the differences between agencies that sell and retain a lot of business and those that don't. This applies to not only the sales people, but to the CSRs, who have the responsibility of account development.
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MANAGING PERSONAL LINES by Carol Hammes Continuing fierce competition in commercial lines is making the personal lines niche look much more attractive to those agencies searching for viable growth...
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MANAGING SELLING FEARS by Tom Markley How to overcome common concerns that can kill sales. This is a story of one producers fear of selling and how he dealt with it. Becau...
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MANAGING SMALL ACCOUNTS by Carol Hammes Most independent insurance agencies consistently receive between 15% and 25% of their total revenues from their 10 largest accounts. If you think that your ...
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MANAGING SMALL COMMERCIAL ACCOUNTS by Cindy Brady, CIC In many agencies, 'small' Commercial accounts get over-serviced while larger accounts are under-serviced because both are treated the same. S...
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MANAGING THE CLAIMS HANDLING PROCESS by Catherine Oak The claims function in a firm is usually handled in one of two ways: 1. CSRs or the producers handle the client's claims from...