WINDOWS OF OPPORTUNITY: AGENTS ARE FINDING NICHE MARKETS A WAY TO OVERCOME MARKET RESTRICTIONS by Damond Benningfield Competing for prospective clients costs money, with high advertising and m...

COMMERCIAL INSURANCE AUDIT PROCEDURE In most agencies, audits are processed much like all other types of mail. Because of the adverse financial impact that an audit can have upon an agency, it i...

WORKERS COMPENSATION Dear (Customer Name), NEW! YOU CAN SAVE MONEY ON YOUR WORKERS COMPENSATION INSURANCE PROGRAM! Discover how the results of an effective safety program can lower your Workers Com...

WORKING HARDER? MAKING LESS? by Jon Persky During the past few years, many agency owners have been saying, Im working harder than I ever have, but making less money. ...

WORKING TOGETHER-WITHOUT STRESS by Grace Bauer This week, I received a call from an agency principal, who told me the difficulty he was having getting his employees to work together. We wer...

Now is the season to be on the lookout for the thieves. In rocky economic times, they come out to prey on companies eager to hold on to current customers and find new ones, introduce new products and services, or simply increase their market share.

I spent many years coaching high school football. Whenever a team was underperforming, we went back to basics: blocking and tackling. If your agency’s sales and retention are suffering from the current economy, or if you wish to enhance your performance, it’s time to reinforce the fundamentals of any sales organization: asking for referrals and developing accounts.