GETTING A COMPANY APPOINTMENT: PART 1 by David Stambaugh This first article in a two-part series shows how to get a company appointment that can benefit you, your clients, and your carr...

Question: The loan officer asked me for a business plan. What should it include? Answer: The lender uses your...

In 1976, 12 insurance executives spent a day trying to pinpoint the reasons for their success. Their large insurance agency had doubled in size over the last three years. The company's employees had worked hard to achieve a high rate of referrals and were aggressive in their roles as producers. But what factors led to their astonishing success? How did they attract a client? And most of all, what made each client buy and renew year after year?

IF THE NICHE FITS: DESIGNING THE NICHE PROGRAM QUESTIONNAIRE by Andy Barile You've done your research and have assessed the potential of a niche insurance marketing program thoroughly....

JOB DESCRIPTION : AUTOMATION SPECIALIST Position: Automation Specialist Salary Grade: XII Department: Admin/Acct Objective: Under the direction of the Administrative/Accounti...

JOB DESCRIPTION: PRODUCER OBJECTIVE: Under the direction of the production manager, plan, lead, and control personal p...

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.

Three in five businesses that suffer a major disaster never recover. They go out of business or are sold. Is your agency sufficiently prepared to survive a disastrous event? Jack Fries helps you to ensure that you'll remain open should the worst happen.

SECURING A COMPANY APPOINTMENT: PART II by Jack Fries This two-part article focuses on how to get the companies and markets your agency needs. THE PROPOSAL Most compa...

SPREADSHEET BUSINESS EQUATION by Virginia Bates If there are two phrases that turn agency principals off, they are probably 'work process engineering' and 'business planning.' The for...