BENCHMARKING LOSS EXPERIENCE IN A WORKERS COMPENSATION LOSS-CONTROL PROGRAM Analyzing losses against payroll is an effective method to measure the effects of a loss-control program. The desired stati...

BUILD CUSTOMER CONFIDENCE AND LOYALTY FOR THE LONG TERM by Mary Beth Bolen Historically, it's been fairly easy to write and renew coverage on an account for one to three years, after which th...

BUILDING TEAMS: A NINE-STEP APPROACH by Don Phin Follow these nine steps from Don Phin and youll build powerful teams. Im often asked to facilitate what we will refer...

CALCULATING AGENCY VALUE by Roy Phillips When buying or selling an agency, be sure the price is right: base the value on projected pre-tax profit and an expert's opinion. ...

CHANGE SERVICEPROCEDURES THROUGH PARADIGM THINKING by Mary Beth Bolen Paradigms are the rules, standards, and boundaries within which we live and work. With todays volatile e...

CHANGE: WHAT AN OPPORTUNITY! by Chris Burand A changing industry offers the greatest opportunity business people ever have for becoming successful. Chris Burand urges you to welco...

Closing a sale getting your prospect to say “yes” can sometimes be as easy as asking for it. Once you’ve laid the groundwork by qualifying your prospect, uncovering their needs, and showing how your product or service satisfy those needs, it’s time to ask for the order. Here are five tips to make this procedure simple and successful.

CLUSTER TIPS by Chris Burand Cluster contracts among individual agencies or groups of agencies (not necessarily the major cluster-type agency organizations) are almost alw...

The cluster concept has been a popular one for doctors, dentists, realtors, and others for many years. Insurance agency clusters have been around for a few decades, but interest in them intensified during the hard market of the early 1980s. At that time, smaller agencies banded together to protect themselves against increasing carrier demands brought on by tighter market conditions.

Dear (Customer Name): You've purchased Life insurance for key employees because you know it could mean financial disaster for your company if you were to lose someone...