(NON-WEB) SITE PLANNING: OFFICE LAYOUT by Virginia Bates 'Even if you're on the right track, you'll get run over if you just sit there.' -- Will Rogers Many agency princi...

lsquo;DEDICATED AGENCY MANAGEMENT by Chris Burand Once your agency reaches a certain size, dedicated agency management is essential for continued success. Agencies ar...

Selling insurance isn't easy. Agency principals, producers, and staff can still reap rewards, but their ranks are thinning under pressure from lower premiums, reduced commissions, and greater demands from carriers and clients. Add to this the ever-increasing expense of technology.
The formula for a great insurance career used to be simple: 'Work hard for 20 years building the book of business, and the book will take care of you for the 20 years after that.' Not anymore.

A NEW LOOK AT INSURANCE AGENCY VALUATION by Carol Hammes Its becoming increasingly important for agents to recognize that having a complete, professionally prepared appraisal won&...

This article should challenge your thinking and management style and create new opportunities for you to build more Personal Lines sales. To improve your sales, your staff must change how they see themselves, develop their own reasons for doing what you want them to do, establish strategies to use the skills they already have, and adopt new ways of communicating.

AGENCY COMPENSATION SURVEY by Carol Hammes Employee turnover is expensive for an insurance agency. For budgeting purposes in the replacement hiring process, you need to add another ...

AGENCY COMPENSATION SURVEY by Carol Hammes As of this writing, the government has determined that the insurance industry as a whole has 2.2 million workers who earn an average of $3...

AGENCY COMPENSATION SURVEY by Carol Hammes Doing what youve always done in terms of raises and bonuses might not be giving you the 'bang for the buck' that it used to. This docume...

AGENCY EQUITY: LEVERAGING YOUR INTANGIBLE ASSETS by Paul Di Stefano and G. Edward Kalbaugh Deploy equity by using it as collateral or releasing it in return for something else of value....

AGENCY GROWTH AND THE PERPETUATION DILEMMA by Carol Hammes Despite the incredible deepening of the commercial soft market, many independent agencies have continued to grow and have been qu...