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...

COBRA EXTENDS HEALTH BENEFITS The Consolidated Omnibus Budget Reconciliation Act is better known as COBRA. Its acronym sounds venomous, but COBRA is the antidote for people who have just...

DIVORCE AND AGENCY VALUE: SEPARATING GOODWILL by Roy Phillips In my agency valuation work with agents and their spouses in divorce cases over the past 15 years, the issue of profe...

FOCUSING ON CLIENT OR PROSPECT NEEDS by Mary Beth Bolen There's a lot of talk about niche marketing or target marketing today. Many speakers feel that it's imperative to find a certain niche i...