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...

$50 MILLION LIFE INSURANCE SALES STARTS WITH P/C AGENTS Life agents can learn much from the following Life case written by a mother-daughter team. It all started, the agents said, when another agent...

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...

KEEP EMPLOYER LIABILITY COVERAGE Danger intrudes when a company deletes Employer Liability coverage from its Workers Comp policy. If a company assumes that the basic state-mandated Workers Comp polic...

MANAGING SELLING FEARS by Tom Markley How to overcome common concerns that can kill sales. This is a story of one producers fear of selling and how he dealt with it. Becau...

f you were managing a start-up band, would you depend solely on Lady Luck? Would you rely on Fortune dumping a great songwriter/arranger in your lap, great musicians who can actually get along, and a strong, powerful record company backing you? Would you just wait without searching for talent, obtaining signed contracts, securing studio time, or acquiring any backing? Of course not. Chris Burand wonders why so many agency principals take this approach to getting good producers.

THE ELEPHANT HUNTERby Al Diamond Before you acquire an agency, make sure you acquire agency experience. I was recently contacted by a smart young agent who had come into the bus...

WHEN A CAREER TURNS INTO A LIFE SENTENCE by Al Diamond If you're thinking about transferring your agency to younger family members, make sure that you're helping them into...