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SECURE A COMPANY APPOINTMENT, PART I: ANALYZE THE NEED by Jack Fries This two-part article focuses on how to get the companies and markets your agency needs. Securing a com...
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SECURE CONSISTENCY! PROTECT YOUR AGENCY! by Grace Bauer A year has passed since I began talking full-time to agencies nationwide. I found the main concern of 99.9% of the agencies to b...
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SECURING A COMPANY APPOINTMENT: PART II by Jack Fries This two-part article focuses on how to get the companies and markets your agency needs. THE PROPOSAL Most compa...
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SEE YOU IN THE FUNNY PAGES! by Mike Manes All I need to know about creating the insurance agency of the future I learned from three comic strips. Daddy would often tell me, ...
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SELECTING AND HITTING YOUR TARGET MARKETS by Thomas R. Chapman, CIC, CPCU Target marketing is a great technique for writing new business. But to implement it effectively, an agency must choo...
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SELECTIVE CLAIMS SERVICE? by Jack Burke Relationship marketing includes caring that your clients claim is handled properly and that the 'other party' is properly taken ...
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Here's a letter I received recently:
Dear Dave:
I work for a $3.5 million P/C agency with about 60% Commercial and 40% Personal in premium volume. One in-house Life producer handles Commercial and Personal lines, sometimes with outside help. But she doesn't write any Disability policies at all; she considers Disability insurance a specialty that she doesn't want to sell. Should I try to talk her into it, pressure her into it, or just let it go? I don't want to add another full-time Life agent unless he/she would become profitable early on; it took two years for my present Life agent to reach profitability. What are my alternatives?
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SELLING HOPE by Patricia Berry 'Never suffer a sleepless night again!' Theres no shortage of such incredible claims in advertising. Not limited to psychic...
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SELLING INSIGHT: GROWING PAINS by Sharon Cunningham The number of large agencies is increasing, making changes in management practices more important than ever. In this document, Sharon...
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SELLING YOUR AGENCY: ASSET vs STOCK SALE by Gary Jacobson, JD, and Larry Morrison, CMA, CLU, ChFC Which type of sale is right for your agency? INTRODUCTION: Most ag...