I recently listened to an interview with Vic Conant of Nightingale-Conant talking about the shift in their program sales. During the 80s and 90s, such corporate names Tom Peters and Warren Bennis dominated program sales. However, since the early 2000s, there’s been a significant shift to programs for those want to become in charge of their own destiny. This “Brand You” trend has been going on for more than a decade, posing a significant exposure to today’s companies. As the workforce ages and changes, we’re going to have less available talent than ever. Given future economic uncertainty, more and more of the available talent will opt out to work for themselves.

COMMERCIAL LINES DEREGULATION: E&O FRIENDLY? by Curtis Pearsall It's evident that many state legislatures are taking up the issue of Commercial Lines deregulation. There are many benefits to d...

FINANCIAL INSTITUTIONS - 'AN INVESTMENT IN INSURANCE' Dear (Customer Name): WOULD YOU OFFER ALL YOUR CUSTOMERS THE SAME INVESTMENT PLAN? Of course not - for your financial institution t...

HAS THE RATING OF ANY OF YOUR CARRIERS CHANGED? by Curtis Pearsall If you dont know, you need to read this document by Curtis Pearsall. Rating firms are evaluating company results eve...

When choosing a Health insurance program, it's all too easy to drown in an alphabet soup of acronyms -- everything from ACOs (Accountable Care Organizations) to WHRN (Whole Health Resources Networks).

INDEPENDENT CONTRACTORS: ARE THEY OR AREN'T THEY? by Marvin Sahl, CLU The use of independent contractors can give businesses greater flexibility and lower labor costs, reduce taxes, and someti...

INDEPENDENT CONTRACTORS: ARE THEY OR AREN'T THEY? by Marvin Sahl, CLU The use of independent contractors can give businesses greater flexibility and lower labor costs, reduce taxes...

NOW THAT I'VE GOT THEM, HOW DO I KEEP THEM? by Don Phin Employee retention is an issue that affects every company. A host of factors have played a role in retention in recent years: hist...

Producer Success Lesson 35

Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy Schwantz has created a comprehensive series of 43 Producer Success Lessons. Used singly or in combination, these powerful tools can help your producers build their skills - and grow their sales.

Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy Schwantz has created a comprehensive series of 43 Producer Success Lessons. Used singly or in combination, these powerful tools can help your producers build their skills - and grow their sales.