AGENCIES AND BROKERAGES OF THE FUTURE How will the agency/brokerage of the future be managed, and what will be its profile? A preview of the future should help insurance companies determine what valu...

ARE RACETRACKS SUSTAINABLE? by Mike Manes Although Insurance middlemen continue to do well, the landscape has already changed. If the industry doesnt adjust now brokerages will fal...

ASPECTS OF PERPETUATION MANAGEMENT by Catherine Oak and Bill Schoeffler Most agency owners do not have a structured plan to perpetuate their lifetime's work-the firm. It wo...

EVERYONE WANTS A WINNER by Tom Barrett As sales and marketing professionals continue conversations about increasing productivity, decreasing expenses, and boosting sales, the same c...

The major goal of any agency or brokerage can be expressed in just one word: survival.
The mounting failures involving seemingly strong, well-established businesses that have been around for 15 to 75 years are of great concern.
The time has come for agencies and brokerages to take immediate action in order to survive a protracted economic downturn that may extend for several more years in some sectors of business or regions of North America.

PRODUCER COMPENSATION: A COMMON-SENSE APPROACH by Paige Proctor The basis for a good producer compensation system for today's independent agencies and brokerages rests on two very...

No matter how much management, budgeting, staff training, or sales activity an agency or brokerage under...

SUCCESSFULLY GOING BROKE by Roy Phillips Various studies conducted by an aggregate of trade groups report that insurance agencies and brokerages suffer from inconsistencies in manag...

SUPER SERVICE: A PROCESS, NOT A PROJECT by George Nordhaus We often see 'service' as a magic word-the 'open sesame' that will somehow ensure customer retention and build bottom-line profits....

TAKE YOUR WORKFLOWS TO THE NEXT LEVEL by Laura Nettles In this article, Laura Nettles has taken her checklist, Ch...