A LOOK AT VALUE ADDED SELLING AS AN ANSWER TO PRICE SELLING by Allen Karlin, Ph.D. U...

A PERPETUATION PLANNING PRIMER by Tom Doran No one expects the current frantic pace of merger and acquisition activity to last forever. When it does cool off, more agency own...

This article should challenge your thinking and management style and create new opportunities for you to build more Personal Lines sales. To improve your sales, your staff must change how they see themselves, develop their own reasons for doing what you want them to do, establish strategies to use the skills they already have, and adopt new ways of communicating.

Trying to get fish into the boat before catching them sounds crazy; it wouldn't make...

This is a tale of three agents and what all agents should know about what could be a booming market. The story carries a challenge and a test to see what you would do in a not-too-rare scenario. After all, you might be just like one of these agents.

ACCOUNT ROUNDING BY CSRs by Ralph Manfredi In this article, Ralph Manfredi focuses on a proven system for turning service into sales and profits. Learn how to turn every service...

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.