BANKS: IF WE CAN'T BEAT 'EM, SHOULD WE JOIN 'EM? by Patty Vaughn The Supreme Court decision, Barnett Bank v. Florida Insurance Commissioner, has created a plethora of new partnerships. T...

COMMUNITY BANK INSURANCE SALES: THE OUTLOOK by James Campbell Are community banks being left behind as the bank insurance business lurches forward? While nine of every 10 U.S. banks with gr...

DO BANKS OVERPAY FOR P/C AGENCIES? by James M. Campbell Since 1998, the banking industry has been the most active acquirer of Property/Casualty insurance agencies....

To embrace — and benefit from — change, follow these guidelines.
Unrelenting and increasingly rapid change demands that the insurance industry rapidly uncover new ways to evaluate and respond to its marketplace.
I’ve worked with many highly successful insurance companies and agencies, helping them achieve higher levels of profitability through more sales, customer and employee loyalty, and retention. However, in many of these organizations, management remained blind to the dire need to change, despite its apparent desire to achieve higher profits. Managers can’t see the compelling need to change from the ways that allowed the organization to be successful in the first place.

HELLO, DOLLY: MOVING BEYOND OLD PARADIGMS by Michael Manes The announcement of the cloning of a sheep several years ago created quite a controversy. The possibility of cloning peopl...

USE CROSS-SELLING TO INCREASE CLIENT RETENTION by Lynn Thomas The more products and services your clients buy from you, the closer your relationship with them. In this document, Lynn Th...