DIRECTING AGENCY SALES EFFORTS by Carol Hammes Follow this four-step process and watch your sales and earnings grow. Sales management doesnt have to be complicated. I...

HOW TO RECOGNIZE AND PREVENT FRAUD OR EMBEZZLEMENT by Alison Jones and Steve Flowers Many articles have been written about increasing an agency's income by instituting a formal planning proce...

PROFIT CENTER APPROACH TO SALES by Carol Hammes Use this proven method to analyze the profitability of every sale. Insurance companies, hungry for more business, have been cutting s...

WHAT IS AN AGENCY WORTH? by Roy Phillips, CIC, CPIA Check out these four ways of determining an agencys value. Agency management cons...