SECURE CONSISTENCY! PROTECT YOUR AGENCY! by Grace Bauer A year has passed since I began talking full-time to agencies nationwide. I found the main concern of 99.9% of the agencies to b...

SELF-INSURANCE Dear (Customer Name): IF YOU WANT SOMETHING DONE RIGHT ... ... you've got to do it yourself. So goes the old adage, and today many businesspeople feel this way about prote...

SELLING: GOT QUESTIONS? by Bill Hoos When you meet potential buyers, do you ask or do you tell? If youre like most salespeople, you probably do the latter. In fact, you probably te...

Few steps of forming a business relationship have more importance than qualifying the prospect's interest and commitment. It's a high-payoff and high-value use of your time, and leads to a constructive outcome for both parties in the relationship.

Chances are, you are like the majority of individuals who have reached middle age. The primary concerns in your life are paying your monthly bills, making sure your children receive a good education, as well as the all-important goal of saving some money every month for retirement. At this point, it seems a long way off, but do not be deceived; it will be here sooner than you think. You might have heard about Long-Term Care insurance, but you probably dismissed it with questions such as “What is it?” or “Who needs it?”

SOCIAL MEDIA-IT AIN'T GOIN' AWAY by Tom Wetzel Social media. For many insurance companies and producers, the term conjures confusion and skepticism. For a smaller but growing group, social m...

SOLIDIFYING REVIEW APPOINTMENT Dear (Customer Name): I'd like to thank you for allowing me to review your insurance program. The time spent looking over your present policies and asking you questio...

STAFFING & PRODUCTIVITY: HOW DO YOU MEASURE UP? by Judith Newman Is your agency overstaffed - or understaffed? How would you describe your agencys performance: Hi...

STAND TALL WITH STEWARDSHIP REPORTS by Rob Ekern Don'tbe left dangling on the hook of price and commodity. Stewardship is one of the most important techniques that agents and br...

START NEW EMPLOYEES OUT ON A SAFE FOOT by Don Phin If your idea of orienting a new employee is to quickly introduce them around and show them the bathroom and the coffee room, you ...