CUSTOMER PROFILING by Al Diamond Although most agency management systems offer the potential to profile customers, relatively few agents complete, update, or use their customer profiles effecti...

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...

GEORGE, THE ETERNAL OPTIMIST by Chris Burand This object lesson shows how NOT to grow your agency. A few years ago, an agency principal let...

How you value your L/H book of will impact perpetuation, profits, and cross-selling opportunities.

HOW TO BUILD YOUR PERSONAL LINES BOOK, PART II by Peter Van Aartrijk Personal Lines competition continues to intensify, as more and more players enter the marketplace. However, independent a...

Most agencies are automated, some even using their second or third generation of automation. Many agencies load their policy data into the system, interface with their carriers and rarely access their paper files. Few agencies, however, are taking advantage of a well-managed client database. Gathering meaningful data that you can regularly manipulate is the key to successful database management.

MARKETING MISTAKE: NOT UPSELLING, CROSS-SELLING, OR BACK-ENDING YOUR PRESENT CUSTOMERS by Stephen Anderson As every agency owner knows, identifying prospects an...

Procrastination is the greatest labor-saving device ever invented. Agency owners look at various changes they can make in their agency and say, 'This is a great idea and I’ll implement it as soon as I can get around to it.' In this document, Jack Fries suggests that you eliminate the talk and resolve to take action in the New Year — and watch your profits grow.

POST-DEAL INTEGRATION WITH BANKS: CHALLENGES AND OPPORTUNITIES by Robbie Smith The acquisition of independent insurance agencies by banks has revealed a number of crucial issues tha...

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