Personal Lines competition continues to intensify, as more and more players enter the marketplace. However, independent agents can fight back — if they're willing to make some fundamental changes in the way they do business. In this two-part document, Peter van Aartrijk presents 17 ways to help you build your Personal Lines book. If implementing all of them seems impossible, try three or four. But make a commitment, and go for it.

PROFIT CENTER APPROACH TO SALES by Carol Hammes Use this proven method to analyze the profitability of every sale. Insurance companies, hungry for more business, have been cutting s...