DUE DILIGENCE IN AN AGENCY SALE OR ACQUISITION by Al Diamond Proper Due Diligence permits you to assess the true earnings potential of any acquisition or merger poten...

ENHANCE BUSINESS IN DIFFICULT TIMES: MANAGE FINANCES by Brian Burke, ASA Successful agencies act in seven areas to enhance business during difficult economic times: marketing, prosp...

Despite concerns about life insurance company solvency and uncertainty over health-care reform, now is...

FINANCIAL SERVICES CROSS-SELLING: MORE RELEVANT THAN EVER by Eric Moberg Tap into the goldmine of selling financial services to your P/C clients before your competitors beat you...

FINANCIAL STATEMENTS AS A MANAGEMENT TOOL by Douglas Moat Like most businesspersons, insurance agency owners and managers want to know how well they are doing and how much their business is wo...

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.

'Why don't all Property Casualty agencies receive at least 20% of their commission income from Life, Health, and employee benefits?' This article will show you why this potential revenue source remains untapped by so many firms, and what to do about it.

MAKE SURE INCENTIVES ARE JUST THAT Incentives are designed to motivate salespeople to increase andimprove production; however, you should exercise caution when implementing an incen...

MANAGING SMALL COMMERCIAL ACCOUNTS by Cindy Brady, CIC In many agencies, 'small' Commercial accounts get over-serviced while larger accounts are under-serviced because both are treated the same. S...

NEW WAYS TO DISTRIBUTE WORK LOADS A customer's name shouldn't matter when they're calling for assistance! Most CSRs have an assigned section of the alphabet for which they are responsib...