E-MAIL MARKETING: DON'T TEST SURVEY! by Patricia Berry Because of its incredibly low cost, e-mail harbors a temptatio...

Distinguish between the terms “non-compete” and “non-piracy.”

In its basic terms, a Non-Compete clause protects the agency against a former employee taking accounts that they produced or for which they were responsible while an agency employee. A Non-Piracy clause protects the agency from a former employee taking any agency accounts, whether or not they were responsible for producing or servicing them.

I recently had the pleasure of interviewing Linda Dobson, an estate-planning attorney from Los Angeles. She had this advice for financial services professionals who want to win referrals from estate-planning attorneys:

E-SURVEYS: SELF-SERVING PABLUM by Jack Burke Most questionnaires aren't worth the paper they're printed on because they're designed to elicit only positive responses. Companies are afrai...

On June 22, 1984, the Occupational Safety and Health Administration (OSHA) issued a standard which set a limit on worker exposure to ethylene oxide (EtO) averaged over an either hour day to protect about 68,000 workers exposed to the substance. The standard was amended April 6, 1988, to further reduce the health risk associated with EtO by requiring control of short-term exposure to EtO as well. Workers primarily employed by hospitals and medical products manufacturers will benefit most from the 1988 amendment.

EVALUATE PROSPECTIVE BUYERS FOR YOUR AGENCY by Patricia Berry Before selling your agency, get answers to these questions. Many agency acquisitions are based on retention because b...

How do you know what to change to make your agency run better? You're proud of your accomplishments, but can't seem to make the progress you desire year-by-year. In this document, Al Diamond recommends that during your planning process, instead of focusing outwardly on your competitors, the industry, or the economy, try focusing inwardly instead.

FROM BUSINESS INSURANCE TO FAMILY INSURANCE by Preston Diamond Every Commercial account represents an opportunity to cross-sell Personal Lines to key employees. To help you get your sha...

It used to be the $1 million ceiling. That was the level of revenue at which an individual performing agent with a few helpers had to become a business with different people handling different clients and responsibilities. Everyone still worked for the agent, but the agent no longer made every decision.

However, running an agency as a business doesn't automatically result in growth and a high quality of professional service. By the time the agency reaches $2 million, it runs into another "invisible ceiling."

GETTING DOWN TO BUSINESS WITH REFERRAL PROSPECTS by Bill Cates During a referral seminar last week, a participant came up to me at the break with a question. He told me that our Referral...