AGENCY VALUATION WITH A LOSS OF MARKET by the IAABA Virtual Faculty Two things are going on in the insurance marketplace. First, agencies are continuing to be bought and sold. Second,...

AGENCY-COMPANY RELATIONS: COMPANY CONTRACTS by Carol Hammes How to get - and keep - the best company contracts. INTRODUCTION The relationship between insurance agents a...

AGENTS CAN NEGOTIATE CONTRACTS by Chris Burand When it comes to re-negotiating company contracts, if you dont ask you dont get! Suppose you own an agen...

AVOID THESE COMMON ACCOUNTING MISTAKES by Chris Burand Some agents make a conscious decision to pay more in taxes in order to bu...

CLUSTER TIPS by Chris Burand Cluster contracts among individual agencies or groups of agencies (not necessarily the major cluster-type agency organizations) are almost alw...

COMPANY CONTRACTS: DOUBLE YOUR BONUSES by Chris Burand If one company is willing to pay twice the bonus for the same results, the same book, the same ease of doing busin...

COMPANY PAYMENT OBLIGATIONS by the IIABA Virtual University Faculty In this document, the IIABA faculty examines a case in which an insured's account renewed in May, but the policies weren...

COMPENSATION: MODULE III-B INTRODUCTION Producers and CSRs must be compensated for Life production, but how? It seems there are as many ways to structure a compen...

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

Through the years I have seen Life policy applications and agents' reports with erroneous information. You probably have, too. I don't mean judgment calls with room for honest disagreement; I mean downright wrong information. One of the most common untruths may be the statement that a new policy will not replace an existing policy, when in fact it will. The agent may save the trouble of bothering with replacement forms, but he or she also may be buying a big problem.