BONUS/COMPENSATION PLANS: PART TWO by Jack Fries Do you provide your employees with a year-end bonus? Do you want the bonus to mean something to your key employees? This document by Jack ...

BOOSTING EMPLOYEE MORALE ELECTRONICALLY by Jack Burke Everyone seems to be concentrating on the needs of their clients lately but how about your employees? Are you usin...

'BOOT CAMP' FOR INSURANCE AGENCIES by Dana Falardeau Why does the Army hire people with no experience? Could it be that they want to train them the right way at the start? Coul...

BRANDING: A SINGULAR IDENTITY FOR A MULTITASKING ENTITY by Jack Burke Mention 'branding,' and people generally think in terms of company names. Or they think of burned flesh on cat...

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 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...