MAKING MONEY by Al Diamond We're all concerned with it. Some of us are consumed with it. Most of us are doing it (not as difficult in this market as it was in the soft market). Many of ...

'BOOT CAMP' FOR INSURANCE AGENCIES by Dana Falardeau Why does the Army hire people with no experience? Could it be that they want to train them the right way at the start? Coul...

Roughly defined, disintermediation means removal of the middle man. Do a linear projection based on historical forces and you'll conclude that the disintermediation of the agent from the Personal lines process is inevitable. After all, when Warren Buffet, Conning & Company, banks, large insurance companies, and others agree on something, they must be correct, right?

DRUG-USE AWARNESS INCREASES PROFITABILITY IN SMALL FIRMS WORKING PARTNERS The Profit in Reassembling Human Assets Small businesses account for close to 50 percent of private-secto...

IMMS Consultant Mike Manes strives to facilitate change, communication, learning, and positive results. To that end, Manes has written this powerful, substantial document. The IMMS Management Center will post it in three installments. Used singly or in combination, these documents will help you build your skills and achieve your goals.

Proper records management is one of the most crucial elements of disaster planning. The ability of an organization...

Testing your disaster plan is about the only way to ensure that the plan is complete, accurate, functional, and up to date. Testing will also...

THE BENEFITS OF CROSS-SELLING EMPLOYEE BENEFITS by Rob Ekern Adding Employee Benefits offers a great way to strengthen relationships with Commercial Lines accounts, while d...

THE DEFINITION OF INSANITY: DOES IT APPLY TO YOUR AGENCY? by Becky Lathrop It has been said that lsquo;attitude will be the deciding factor in your failure or success. ...

WHAT TO ASK AND NOT TO ASK ON JOB APPLICATION FORMS The application form is your first line of inquiry into a job candidate's qualificat...