Selling

Selling in every industry and every size of business is changing so radically...

ACQUISITIONS: IS BIGGER REALLY BETTER? by Chris Burand Although, in general, growth is essential for agencies to retain markets and profitability, unrestrained growth via ac...

How is an unorganized pool of data in your files transformed into a systematic stream of active leads for Life production?
You want to avoid the pitfalls that many P/C agents have encountered -- pitfalls that have killed Life-sales operations. To build a successful, positive lead program, it's prudent to identify potential negatives.

Here's a letter I received recently:
Dear Dave:
I am the manager of a four-person Life/Benefits department of a P/C agency. The agency is set up with profit centers such as Personal Lines, Commercial Lines, Surety, and Life/Benefits. Each profit center shares in the common overhead of the agency office supplies, salaries, etc.
I have no problem having my department pay for what it uses.

If (when) your agency faces E&O litigation, you’ll need to provide admissible evidence to the court. Laws are standard in most states, with six requirements for the admissibility of evidence. To give your agency the best chance of winning an E&O judgment, you need to comply with these practices:

ADVERTISING FOR HELP by Al Diamond INSURANCE Licensed P/C agent. Benefits Call Sonja at (856) 555-5555 (Cost $27.36 for Sunday insertion) How attractive is this advertisement? Would you be ...

ADVICE AS A VALUE-ADDED BENEFIT by Jack Burke Despite turbulence in today's health field, HMOs have made dramatic inroads into our national concept of medicine. Twenty years ago, most pe...

AGENCY ACQUISITIONS: BUYER BEWARE! by Sharon Cunningham Dont overpay for an acquisition! When Quaker Oats purchased Snapple Beverage Company in 1994 for $1.4 billion, they...

AGENCY AUTOMATION: AN E&O RESOURCE by Ken Buehler Are you getting everything you should out of your agency automation system? This document by Ken Buehler examines some of the automation pit...

AGENCY FINANCIAL MANAGEMENT: CONTROL EXPENSES AND BUILD YOUR BOTTOM LINE by Sharon Cunningham Proven ways to increase potential earnings and investment value of your business. You might...