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WHAT DOES AN AGENCY OWE ITS PRODUCERS? by Chris Burand This is the softest market the P/C industry has ever experienced. To thrive, agencies must eliminate waste, work harder, and work sm...
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WHAT GETS MEASURED GETS DONE: ENHANCE INTERNAL SERVICE by Troy Campbell A common complaint from customer service representatives is: 'We are ordered to provide excellent service, but when ther...
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Far from just another sales technique or gimmick, Productive Selling Attitude (PSA) is a fundamental approach to making sales.
PSA is emerging from a clear understanding of how customers think, as well as from the expectations of suppliers and vendors.
Only those who are brutally honest with themselves really make it in sales - this means admitting that it is getting more difficult to "make the sale."
The obstacles to success are everywhere. Automated telephone systems serve as an impenetrable wall. The fear of making a wrong decision creates endless delays and false starts.
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WHAT TO DO WHEN AN OWNER RETIRES by Al Diamond Retirement should never be a spur-of-the-moment decision, even if the temptation is frequent when carriers, customers, or em...
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Are your office meetings successful or ineffective? Without proper planning and execution, they can end up wasting everyone’s time. Jack Fries offers solutions to nine common problems that can arise in office meetings.
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Unfortunately, all too many office meetings get off track all too easily. Check out this list of common meeting headaches and how you can avoid them:
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WHAT YOU CAN DO ABOUT INSURER INSOLVENCY by Bill Wilson Though you carry E&O insurance that should cover carrier insolvency, recent court cases have not completely absolved agencies when p...
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WHATS MY AGENCY WORTH? by Al Diamond Why is an agency worth different amounts in different valuation scenarios? The value of a business (including an insuranc...
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WHATS THE BIGGEST BANG FOR YOUR MARKETING BUCK THESE DAYS? by Patricia Berry With every new innovation in business comes a new theory about how to market them. This informat...