AGENCY PRODUCTIVITY LEVELS by Carol Hammes Every business needs to evaluate itself against others to gauge its level of success and to identify areas in which it can improve. This docume...

ENHANCING AGENCY VALUE: WHAT THE MARKETING MANAGER CAN DO by John Jaques In daily dealings with agency principals and managers, carrier marketing personnel will do well to remembe...

ESTABLISHING A MARKETING DEPARTMENT - AND WHO SHOULD RUN IT by Catherine Oak and Bill Schoeffler Agencies that establish an effective centralized marketing department as...

EVALUATING PRODUCERS by Catherine Oak The more effectively your agency evaluates and manages producers, the better for them and you. Whos responsible for sales managem...

FOR THE FUTURE-PRODUCER RECRUITING Producer recruitment should be a continuous process that provides the lifeblood for your agency. In th...

The international insurance market offers a variety of benefits to independent agents and brokers. It provides a perfect tool for solidifying your Commercial Lines accounts and insulating them from inroads being made by alphabet house brokers. International insurance operations also offer an entree to new product lines and markets that will expand your facilities abroad. For example, U.S. agents can introduce their expertise in such lines as Auto, Medical, Surety, and Workers' Compensation to third-world countries that are privatizing these coverages. Canadian brokers can expand their expertise in out-of-country private Medical insurance and, potentially, Workers' Compensation.

MAKING THE MOST OUT OF AN AGENCYBUSINESS COMBINATION by Carol Hammes Its what comes after the handshakes that counts. INTRODUCTION Youve done the groundwork for a ...

MOVING A BOOK OF BUSINESS by Paige Proctor As insurance companies restructure, reposition, and reevaluate their effectiveness in the marketplace, change is inevit...

MOVING A BOOK OF BUSINESS by Paige Proctor As insurance companies restructure, reposition, and reevaluate their effectiveness in the marketplace, change is inevitable. Your agency will ...

In most agencies today, the total commission of a Personal Lines account will equal or exceed the commission of a Non-exception Commercial account. In this document, Jack Fries asks why you’d pay a CSR more money to handle a lower commission account.