Though faced with the realities of dramatic economic change, the reconfiguration of the business landscape, and globalization, U.S. companies continue to go down the wrong path. Former U.S. Treasury Department official Michael Jacobs calls it "business myopia."

It may be argued that "enhancing shareholder value" drives the myopic vision of publicly-traded companies, but "shareholder demand" is perhaps more accurate. In privately held companies, myopic thinking results from a desire to increase market share or simply beat last month's figures.

When it comes to paying for a professional service, most of us are skeptical when the bill arrives in the mail.

PERPETUATION FOR FAMILY AGENCIES by Brian Burke Gifting agency stock can be part of an estate-planning strategy. It can also be an attractive part of the perpetuation of a family...

PERPETUATION PLANNING: WHY? HOW? by Al Diamond Make perpetuation planning a normal part of managing your agency. Perpetuation planning. What a morbid thought! It means youre going...

PERPETUATION: IS YOUR AGENCY PREPARED? by Grace Bauer ...

PERPETUATION: ITS NOT JUST A MONEY THING by Chris Burand When agency owners think of perpetuation planning, they often think only of the financial aspect: Selling their agencies. I...

PERSONAL HOMEOWNERS PROPOSAL by Jack Fries For: ...

It seems that everyone has a strong opinion on profit potential in personal lines. The larger agencies with most of...

Two major problems for insurance sales professionals are the limitations of their own mind-set and the lack of definition.

Successfully obtaining telephone appointments or expiration dates requires a new response to the worn out responses of yesterday.
Most people resent telephone interruptions and are prepared to do serious battle.