10 TIPS FOR RENEWAL RETENTION by Ken Buehler Much has been said and written about the costs of acquiring new business. These costs are so high that it's essential to retain t...

10 TIPS FOR RENEWAL RETENTION by Ken Buehler Follow these guidelines and watch your retention rate (and bottom line) grow. Much has been said and written about the costs ...

COBRA EXTENDS HEALTH BENEFITS The Consolidated Omnibus Budget Reconciliation Act is better known as COBRA. Its acronym sounds venomous, but COBRA is the antidote for people who have just...

SAYING GOODBYE IS HARD TO DO Employers devote a lot of time and resources to developing recruitment, screening, and orientation policies. But few devote a similar amount of time to their policies for...

We all know the value that cross-selling brings to agencies. According to industry statistics, profit margins on the second sale are two to three times higher than the first and retention is 60% higher. Yet the average independent agency’s number of policies per customer hasn’t changed in 20 years. How can such a vital, well-publicized goal remain so elusive for so long? It’s as if we all know how to become millionaires but ignore the facts. The truth is that cross-selling is a complex process that can fail for a number of reasons.