ESTABLISHING AGENCY VALUE by Chris Burand Why nine out of ten agency acquisitions end up losing money. If youre considering buying, merg...

INDUSTRY TECHNOLOGY EVENTS: REVELATION OR REPETITION? by Greg Maciag The insurance industry has spawned enough conventions and seminars to keep you busy year-round. And technology issues are...

MARKETING TO BANKS: THE MGM APPROACH by Michael Manes The best definition of marketing is adapted from a quote in God's Little Instruction Book: 'If you want a glass of milk, you don't s...

RECRUIT THE RIGHT PRODUCERS At seminars and conventions, business spokespersons stress the need for high-caliber personnel and lament the difficulty of finding them. It could be said that recruiting ...

SELF-PROMOTION NO ONE ELSE WILL DO IT FOR YOU by Lisbeth Wiley Chapman Producers can make certain that the right people see them, hear about them, read about them, and buy their products or ser...