A HEALTHY MARKET? PERCEPTION IS REALITY by Chris Burand A recent study by Zurich U.S. revealed what I believe could cause big problems for agents and brokers in the near future. The probl...

AGENCY COMPENSATION SURVEY by Carol Hammes As of this writing, the government has determined that the insurance industry as a whole has 2.2 million workers who earn an average of $3...

ARE YOU IN BUSINESS TO MAKE A SALE OR MAKE A PROFIT? by Chris Burand The title of this article comes from a popular seminar Ive given throughout the nation. Ive asked this q...

BUYING A BOOK OF BUSINESS by Richard Bergsund During the past nine years our executive search firm has been involved in a substantial number of assignments to find superior performers for internatio...

CUSTOMER LOYALTY AND RETENTION PRIMER by Lynn Thomas In todays highly competitive marketplace, customer retention is a critical success factor. IIAAs Best Practices lists i...