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

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

THE 'CHICKEN LITTLE' SYNDROME by Brian Burke 'Brokers to Decline as Direct Sales Gain,' read the headline of the lead story in the Agent/Broker section of a r...

THE PERFECT TEN: GOOD UNDERWRITING SUBMISSIONS GUARANTEE MORE SALES by Thomas Carpenter, CPCU The better your underwriting submissions, the better for you, your companies and your clie...

Many marketing managers and representatives may ask: "Why is a sales center important to me? Isn't it designed for niche- or target-marketing? How would this fit into my company, that wants Main Street business?"

Having a marketing-representative background provides me with a unique perspective on sales centers. I know that the marketing representative is much more than a "go-for" problem-solver, running down endorsements, acting as portable shrink between underwriters and agents, or being "the official news agency TAS," spouting party line. I know that marketing is the precursor to selling.

VALUING YOUR CUSTOMERS: PART I by Jack Burke As a person who deals in audio and video, as well as the printed word, Ive always been a bit backward and out-of-sync with my personal ...

WHO SHOULD SELL LIFE? Selecting the party that will sell your Life insurance is a crucial decision. There are pros and cons to every possibility. Life business can be sought by: P/C Pro...

This document by Monte Gale illustrates the 'Magic Bullet' for cutting Workers Comp losses prospectively by 20% to 50% for those who’ve often said, 'There’s no magic bullet'

WRITING AND CREATING YOUR AGENCY'S BUSINESS PLAN by Paige Proctor Use this proven, systematic approach to ...