IDENTIFY FRUITLESS PROSPECTS BEFORE THEY WASTE YOUR TIME by Al Diamond Those of us who don't market at all, jump at every opportunity to present insurance proposals through referrals or ...

IF I WERE A MARKETING MANAGER FOR A DAY by Delbert Hawkins Once upon a time, a marketing representative was an ex-underwriter who went into the field because he or she was too youn...

In addition to working in the business, more and more agency principals and managers are working on the business by focusing on technology and workflow improvements. The latest Future One agency survey confirms this trend ― 72% of the agents surveyed responded that core management issues for them are to make their internal operations more efficient and to use technology to conduct business with carriers more efficiently. Jeff Yates shows you how to improve agency workflows with technology.

Dear Dave:

Our agency has hired a full-time Life producer to handle Personal Lines only. We believe we have enough accounts to justify that move. She tested well for personality and potential, but she is fairly new in the Life business. She is closing about one out of four presentations, which sounds fine for a relative beginner, since the closing average for all agents is about one out of three. But since she deals with many Mortgage policies and writes reducing Term policies at fairly low premiums, the bottom-line dollars are low. We need to create more cash flow. What can you suggest?

INSURANCE POLICIES DEMAND CAREFUL REVIEW! Because insurance policies are legal documents, some agents and brokers mistakenly assume that they have been subject to meticulous examination by the insure...

INTERDEPENDENCE AMONG ASSOCIATIONS, UNDERWRITERS, AND AGENTS by Robert Larsen Symbiosis: any interdependent or mutually beneficial relationship between two or mor...

INTERNET SALES: VALUE TRUMPS PRICE by Steve Anderson I regularly read and follow a number of blogs written by people outside the insurance industry. Seth Godin is one of those people. He ...

'JUDGE JUDY' RULES ON BANKS, INSURANCE- AND A CONSUMER PERSPECTIVE by Mike Manes Commentator: As we await the arrival of our hypothetical Judge Judy, let's set the stage for today's ...

Just as the Personal Lines lead form opens the door of opportunity for the Life producer, the Commercial Lines lead form generates potential business.

LEGAL OUTLINE FOR CALIFORNIA INSURANCE AGENCIES CHAPTER ONE FORM OF ORGANIZATION CHOICE OF A LEGAL FORM OF AGENCY OPERATION - PROPRIETORSHIP, CLUSTER OF INDIVIDUALS, PARTNERSHIP, OR COR...