In 1976, 12 insurance executives spent a day trying to pinpoint the reasons for their success. Their large insurance agency had doubled in size over the last three years. The company's employees had worked hard to achieve a high rate of referrals and were aggressive in their roles as producers. But what factors led to their astonishing success? How did they attract a client? And most of all, what made each client buy and renew year after year?

HOW TO BUY, SELL, MERGE OR PERPETUATE AN AGENCY: INTRODUCTION - PART III by Larry Morrison and Gary Jacobson A Comprehensive Look at the Best Ways to Handle the Biggest Eve...

IMPROVING LEADERSHIP PERFORMANCE! by Mike Manes This is the sixth in a series of articles by Mike Manes on managing organizations and ...

How a Program was started and how you can start sharing in the success by selling Cyber Insurance Bundled with Data Security Services

INVENTORY YOUR ASSETS by Mitchell Axelrod Take an asset inventory, using the attached worksheets to lift your leverage-ability and vault your value-ability. The first is a Business Streng...

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...

'JUDGE JUDY' RULES ON BANKS, INSURANCE- AND A CONSUMER PERSPECTIVE by Mike Manes Commentator: As we await the arrival of our hypothetical Judge Judy, let's set the stage for today's ...

LEADERSHIP FOR DUMMIES by Mike Manes Since this article is for Dummies, Mike Manes is writing it simply. If this...

LEVERAGE SELLING FOR CSRs by Mary Beth Bolen CSRs can use their networking skills to garner qualified leads. 'Selling through service' is a good motto for CSRs in any agency. But how do...

'Why don't all Property Casualty agencies receive at least 20% of their commission income from Life, Health, and employee benefits?' This article will show you why this potential revenue source remains untapped by so many firms, and what to do about it.