HOW TO PASS THE REINS by Sharon Cunningham Ron Hort...

IDEAS: FROM CONCEPT TO CONCRETE by Mike Manes Legend has it that about 200 B.C., Julius Caesar Bordeaux, sales manager for General Chariots Inc., arrived late for the annual sales meeting. ...

IF I IGNORE IT, IT WILL GO AWAY by Pegi Flahault A young agent, the son of an agency owner, once said the problem with most agency principals is that theyre salespeople, and salespeople ha...

INTRANETS: YOUR OFFICE EFFICIENCY TOOL by Steve Anderson Use these guidelines to create an effective, user friendly online information exchange system. Every agency needs t...

IS THIS STILL YOUR FATHER'S AGENCY? by Pegi Flahault To paraphrase an automobile advertising slogan: Is this still your father's agency? Are you trying to run the agency the same way it was ru...

IS THIS WHAT YOU CALL SERVICE? by Pegi Flahault Insurance agents are always talking about service. Service to the customer-what does that mean? There's a huge gap between available technology...

The major goal of any agency or brokerage can be expressed in just one word: survival.
The mounting failures involving seemingly strong, well-established businesses that have been around for 15 to 75 years are of great concern.
The time has come for agencies and brokerages to take immediate action in order to survive a protracted economic downturn that may extend for several more years in some sectors of business or regions of North America.

This letter and questionnaire generated quite a response and helped one agency that sent it learn a lot about their image. The response rate to the letter was 13.23% --...

LISTENING: SO WHATS IN IT FOR ME? by Lynn Thomas Listening differs from hearing. Hearing is passive. Listening is a learned skill its active. People remember only about ...

LOST ACCOUNT W/QUESTIONNAIRE With the lingering image problems suffered by everyone in the financial services area, our industry is in particular need of focusing more sales dollars on e...