VOODOO VALUATIONS by Chris Burand People pay dearly for simple answers. And many insurance agencies pay dearly for 'voodoo valuations' because they offer a quick and inexpensive way t...

Is selling the same as prospecting? Is selling the same as quoting?

No to both questions. In the insurance business, selling is comprised of two components, but neither of them involves prospecting or quoting.

WHY CAN'T WE GET ORGANIZED AROUND HERE?! by Al Diamond I wouldn't want to count how often we have heard that sad lament from insurance agency principals. The place looks a mess, and the sta...

WHY GOOD CSRS LEAVE AND HOW TO RETAIN THEM by Jack Fries Offer this career path to keep quality CSRs from moving on. When I ask agency owners and managers to name t...

WHY WORRY ABOUT RETIREMENT? by Chris Burand My experience in working with insurance agency owners is that most have a difficult time planning their retir...

Insurance agents and brokers have good reason to feel slighted. Like being stuck outside the New Year's party without an invitation, agents have had many reasons for envy as investors in other sectors congratulated themselves for another incredible year. The Dow Jones Industrial Average increased by a whopping 68% from 1996 to 1998, which was its strongest two-year performance since 1955. Even the insurance companies got invited to the party, with property and casualty insurers enjoying a 64% increase in value during the past two years.

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. ...