TELEMARKETING: ONE STEP TOWARD SALES EFFICIENCY by Phil Zinkewicz As the agency system strides to be competitive, some agencies find telemarketing pays off. The efficiency of the...

TEN WAYS TO MAXIMIZE THE RETURN ON YOUR TECHNOLOGY INVESTMENT by Jack Fries All too often, installing technology-based tools doesnt produce either the promised payback or the ...

THE AGENCY DATABASE by Tripp Leach Are your computers a fundamental part of your agency or just desk ornaments? Do they provide you with a competitive edge or a convenient excuse? Do they ad...

THE PRODUCTION WINNERS CIRCLE by Mike Manes The dictionary defines producer as a person or thing that produces. Production is the act or process of prod...

THE ROLE OF LIFE IN A MERGER Recently, we discussed the role and potential of Life/Health production in agency clusters. Related but different factors are involved in the buying, selling...

WHEN BIG REALLY IS BETTER THAN HUGE by Chris Burand Companies today are pushing, requesting, cajoling, and demanding that their agents produce bigger and bigge...

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...

X-dating is the name of the game. If you anticipate to grow; if you expect to even maintain last year's volume in this price cutting market; then you'd better believe X-dating is a must.

Expiration Date! Renewal Date! Anniversary Date! Call it whatever you wish. But without a pocket full of X-dates, you are "whistling Dixie" while some direct writer or, even worse, your fellow association contemporary, is marching off with your share of the market.