AGENCY GUARANTEES THAT WORK According to a Roper Report survey, a money-back guarantee is a much more effective advertising approach than a celebrity endorsement. Here's the breakdown of the survey ...

BEST PRACTICES FOR AGENCY MANAGERS: LOOK BEYOND THE NUMBERS by Robert C. Smith Taking the financial and operational performance results of the Best Practices Study and building manag...

IMAGINING A MARKETING MANAGER'S CONVERSATION by Knight Berman How a company makes decisions and executes them has long been a puzzle to agents. Sometimes, the decisions seem to ref...

INSURANCE COMPANIES AND AGENCIES: THE PARTNERSHIP DREAM by Carol Hammes A proven way to develop a mutually beneficial relationship with your carriers. Most insurance companies have ...

This is not the time to be passive about company relationships. If you want to stay in business, you must develop and maintain strong company contacts. As you continue to court new markets, also devote time to enhance relations with your current carriers. Remember, decisive interaction with company personnel is a powerful tool in agency-company relations.

MANAGING COMPANY RELATIONS by Carol Hammes In recent reports, I have addressed the changing nature of the relationship between the American agency companies and the independent a...