This four-part article offers a step-by-step, comprehensive plan for growing your agency’s business.

THE CUSTOMERS OF AN INDEPENDENT INSURANCE AGENCY by Gary Holgate As a consultant, the first questions I ask agency owners concern their customers. This provides me with a feel for the agency and...

THE KEY TO PROFITABILITY by Mary Beth Bolen To be successful in business, carrier marketing managers must thoroughly understand what business they are in, why they are in it, and ho...

WORK FLOW PROCEDURES IN AN AUTOMATED AGENCY FOREWORD PURPOSE This manual is the culmination of many years of work and study with agencies operating within the American Agency S...

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.