TIME FOR E&O ISSUES AND RECOMMENDATIONS by Grace Bauer Although most agencies seldom have an E&O claim, practically every agency procedure from thank-you notes to meetings can hav...

TIME MANAGEMENT FOR PRODUCERS by Ken Buehler Avoid these common traps that can waste producers time - and your money. Time management is an essential ingredient to ...

TIME OFF: THE GUILT TRIP by Grace Bauer What happens in your agency when an employee calls in sick? As with any other event, if you have a plan in place youll be able to ...

Use this proven technique to turn Commercial Lines prospects into clients.
Does this sound familiar? You go into a sales interview telling your prospect that you work for one of the best agencies in town. You tell them you give great service, represent 14 markets, and would like a chance to prove your value. As a result, they give you the chance to bid on their account, and you feel like you’ve got your first victory. Incidentally, when you asked if there were any problems that you should address, they said, no — they just wanted you to do what you could to keep their insurance costs low.

TO BOOST PROFITS, CUT AGENCY EXPENSES: PART I by Jack Fries and Gary Holgate For your agency to survive, and thrive, youll need to implement effective expense con...

TO BOOST PROFITS, CUT AGENCY EXPENSES: PART II by Jack Fries and Gary Holgate This second installment in a three-part article focuses on the major techniques for controlling your agency e...

TO BOOST PROFITS, CUT AGENCY EXPENSES: PART III by Jack Fries and Gary Holgate This final installment in a three-part article provides guidelines for using expense controls to improve you...

TO OWNERS ONLY: FACE YOUR PROBLEMS CREATIVELY by Jack Burke If your problem-solving process involves the fastest route between two points, you might be missing some inte...

TCOR: YOUR SECRET WEAPON by Rob Ekern Use the Total Cost of Risk approach to get and keep quality business. To get the most out of the concept of the Total Cost of Risk ...

TOUGH POSITIVE MANAGEMENT by Mike Manes This is the fourth in a series of articles by Mike Manes on managing organizations and leading people. ...