10 STEPS TO OVERCOME COMPETITION by Jack Burke Remember the first time you experienced a Chinese box set? As each box opened to reveal a smaller box, you wondered with childlike curiosi...

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.

A SUBCONTRACTOR'S GUIDE TO STOPPING SUBSTANCE ABUSE American Subcontractor's Association Subcontractors must recognize their part of the overall workplace substance abuse problem and commit leader...

AGENCY AUTOMATION: E&O FRIEND OR FOE? Part 3 TRANSACTIONAL FILING by Curt Pearsall Many agencies largely misunderstand transact...

AGENCY TELEPHONE PROCEDURES: HOW TO TAKE CALLS by Karen Flaherty Verbal Courtesy Courtesy pays off. It's hard to be mad at someone who's being nice, so be nice! Be generous with ...

AGENCY-COMPANY RELATIONS: COMPANY CONTRACTS by Carol Hammes How to get - and keep - the best company contracts. INTRODUCTION The relationship between insurance agents a...

AN ATTITUDE PROBLEM by Mike Manes I was listening recently to a business owner talk about an employees attitude problem. Initially, I took the comments at face value....

COMMISSIONS VS. CONTINGENCIES by Chris Burand Do independent agents serve the insurance company or the consumer? One of the most perplexing aspects of the con...

CONNECTIONS: 'DO UNTO OTHERS ...' by Jack Burke Happy employees make for happy customers. You've heard that before, along with 'Your employees will treat your customers the same way the...

CREATING A LEGENDARY AGENCY by Al Diamond A 'legendary' agency is one that loses customers only when the customer dies, moves, or sells the business. It has a regular, measurable flow o...