KEEP A CLEAR FOCUS ON FINANCIAL MANAGEMENT by Carol Hammes The hardening market, together with the start of new year give you the perfect opportunity to reflect on how to improve your busine...

MAKING THE MOST OUT OF AN AGENCYBUSINESS COMBINATION by Carol Hammes Its what comes after the handshakes that counts. INTRODUCTION Youve done the groundwork for a ...

In recent reports, I have addressed the changing nature of the relationship between the American agency companies and the independent agents that have historically been the backbone of their sales force. A new type of distribution system is evolving out of the need to provide a more rational and cost-effective method of delivering the insurance product to the consumer. No longer are agency-company relationships based upon blind loyalty to a shared history but more upon the concurrence of strategic business and marketing plans.

MANAGING COMPANY RELATIONS by Carol Hammes In recent reports, I have addressed the changing nature of the relationship between the American agency companies and the independent a...

MANAGING FOR RESULTS by Carol Hammes Virtually all the insurance agencies that consistently experience above-average levels of productivity have two characteristics in common. First, they all have...

MANAGING PERSONAL LINES by Carol Hammes Continuing fierce competition in commercial lines is making the personal lines niche look much more attractive to those agencies searching for viable growth...

MANAGING TO AVOID ERRORS & OMISSIONS PROBLEM by Carol Hammes Professionalism + education + training = fewer E&O claims. Today, its an unfortunate fact of life that an ...

MANAGING, TRANSFERRING, AND ACQUIRING FAMILY INSURANCE AGENCIES by Carol Hammes Independent insurance agencies are often family businesses. Many current owners took over the agency from t...

MAXIMIZING OWNERSHIP RETURN by Carol Hammes During the past several years, a relatively conservative investor could have achieved an annual investment return of 25% or more in the stock market t...

MEETING CUSTOMER EXPECTATIONS by Carol Hammes Loyalty used to be a mainstay of the independent agency system. Having a long-term relationship with an insurance carrier actually meant something...