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THE KEY TO PROFITABILITY by Mary Beth Bolen To be successful in business, carrier marketing managers must thoroughly understand what business they are in, why they are in it, and ho...
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THE KEYS TO THE KINGDOM: SALES by Al Diamond As with so many inventions, improvements, and business successes, the keys to the kingdom in sales offer basic common sense soluti...
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THE LOST ART OF BROKING by Rob Ekern Write quality, profitable business in soft and hard markets alike. I was speaking with a broker several weeks ago about the importance o...
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THE MISSION STATEMENT: WHAT DOES YOUR T-SHIRT SAY? by Mike Manes How to tailor an effective mission statement for your agency. This article started with a bet, a disagreement bet...
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THE MIXED-PERPETUATION SANDWICH: INSERTING A NON-FAMILY LAYER by Brian Burke Discussions about the perpetuation of family-owned agencies often assume that the offspring always bu...
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THE NEGLECTED ART OF SALES MANAGEMENT -HOW MUCH IS IT COSTING YOU? by Bill Hoos Why your agency cant afford not to have an effective sales manager. Im c...
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THE NEW SMALL AGENCY by Steve Anderson Theres never been a better time to start a new insurance agency than today. This might seem like a strange comment, given the current state o...
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The No. 1 Reason Why Most Sales Managers Fail! by Patricia Berry The primary reason for failing as a sales manager seems to be invisible to most managers. This article provides the reason ...
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THE OVERWORKED AND UNDERPAID CSR by Grace Bauer Agency principals need to realize how overworked and underpaid CSRs really are. Look around the office. Are employees coming in early to get ...
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THE PERFECT EMPLOYEE: PERFECT OR NOT? by Grace Bauer I just finished talking to a customer about one of his staff members. 'He's a perfect employee,' the customer said. 'He's ki...