$200,000 GROSS COMMISSION PER PRODUCER: DREAM OR REALITY? by Chris Burand Whats your agencys break-even point for producers? Does $200,000 sound high? Read this document b...

10 BASIC PLANNING INITIATIVES THAT WILL ADD TO YOUR BOTTOM LINE by Ken Buehler The need for planning has never been greater. While planning focuses on profit...

Before you buy an agency, check out these tips. If you're planning to purchase an agency, these guidelines are essential...

Suppose a local bedroom community just finished an Insurance Services Office (ISO) public protection classification inspection and was...

A NEW LOOK AT THE SALE OF LIFE INSURANCE TO CHILDREN More children die from injuries than from disease, reports a Wall Street Journal item which quotes specialists at the Johns Hopkins Children's Ce...

How is an unorganized pool of data in your files transformed into a systematic stream of active leads for Life production?
You want to avoid the pitfalls that many P/C agents have encountered -- pitfalls that have killed Life-sales operations. To build a successful, positive lead program, it's prudent to identify potential negatives.

ADJUSTING EXPECTATATIONS --- AND THE LAW OF SUPPLY AND DEMAND by Jon Persky Back in the 1960s and 1970s, it wasnt unusual to find people who worked for the same company for their entire...

Here's a letter I received recently:
Dear Dave:
I am the manager of a four-person Life/Benefits department of a P/C agency. The agency is set up with profit centers such as Personal Lines, Commercial Lines, Surety, and Life/Benefits. Each profit center shares in the common overhead of the agency office supplies, salaries, etc.
I have no problem having my department pay for what it uses.

ADVERTISING FOR HELP by Al Diamond INSURANCE Licensed P/C agent. Benefits Call Sonja at (856) 555-5555 (Cost $27.36 for Sunday insertion) How attractive is this advertisement? Would you be ...

AGENCY ACQUISITIONS: LET THE BUYER BE SMART Every independent agency in the country will experience a change in ownership at least once in its lifetime. Close to one-third of agencies h...