Selling insurance isn't easy. Agency principals, producers, and staff can still reap rewards, but their ranks are thinning under pressure from lower premiums, reduced commissions, and greater demands from carriers and clients. Add to this the ever-increasing expense of technology.
The formula for a great insurance career used to be simple: 'Work hard for 20 years building the book of business, and the book will take care of you for the 20 years after that.' Not anymore.

ADVICE AS A VALUE-ADDED BENEFIT by Jack Burke Despite turbulence in today's health field, HMOs have made dramatic inroads into our national concept of medicine. Twenty years ago, most pe...

PUT YOUR ATTITUDE OF SERVICE INTO ACTION: I by Bill Cates You know that client retention is every bit as important as acquiring new clients. Your 'attitude' of service becomes a '...