A BOY NAMED SUE: A GUIDE TO PRODUCER TRAINING by Chris Burand A successful producer training program creates a powerful competitive advantage. Many readers are probably familia...

10 RULES FOR FAMILY-RUN BUSINESSES by Catherine Oak Family businesses can be a blessing or a disaster. The root of a well-run family business depends on treating it like a business, not a...

Whether you’re running a mega-agency or a boutique, following these proven management guidelines makes sense.
Learn what motivates each of your employees
Use this information to help manage their performance. Although status, power, or additional authority might motivate some people, others might be more excited by the opportunity for tapping into their flair for creative, job-related activities or more face-to-face contact with customers. Rewarding good employees with assignment that speak to their unique motivations, interest and long-range career goals can help you retain them.

10 WAYS TO AVOID LOSING THE SALE Many publications are in the business of telling you how to succeed at selling. Guidelines, strategies, and techniques exist in abundance. However, there isn't ...

10-STEP REFERRAL PROSPECTING SYSTEM: SELLING/PROSPECTING/LEADS by Bill Cates You can create a steady flow of high-qual...

14 TIPS FOR SENDING EFFECTIVE PRESS RELEASES by John Hewitt Know whom to send it to, not just where. Find out who the editor or reporter is for the section you want your release to a...

19 TIPS FOR GETTING RISK SUBMISSIONS ACCEPTED We subscribe to the 'win-win' theory of negotiating when placing business with our company underwriters. The placement has to be '...

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

24-7 SERVICE PAYS by Pegi Flahault A recent survey indicated that the vast majority of agents surveyed believed their customer base did not want 24/7 service, voice mail, e-mail or anyth...

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 ...