PRODUCTIVE EMPLOYEES by Catherine Oak, CIC, AAI The productivity of employees has a great effect on the profitability of a firm. In an insurance agency, personnel costs are in the 50 percent to...

QRPs FOR ALL AGES Qualified Retirement Plans (QRPs) are eligible for tax benefits sanctioned by the Internal Revenue Service. Employers may choose from several qualified plans, with vary...

SALES PERSONS/SAMPLES Dear (Customer Name): THESE SAMPLES AREN'T FREE! You have a lot of money tied up in the samples your salespeople display. When they take their samples on the road, ...

SELF-INSURANCE Dear (Customer Name): IF YOU WANT SOMETHING DONE RIGHT ... ... you've got to do it yourself. So goes the old adage, and today many businesspeople feel this way about prote...

TARGET SPECIFIC INDUSTRIES THERE'S SAFETY (and savings) IN NUMBERS Dear (Customer Name): Did you know that your business can achieve a better safety record and better bargaining p...

The old marketplace selection process is futile. There simply aren’t enough carriers to go around, it’s not in the client’s best interests, and it doesn’t allow a firm to differentiate itself. To make matters worse, the average hit ratio is a whopping 15%! Rob Ekern recommends (and explains) the Brokerage Selection Process for developing and retaining revenue.