GOOD UNDERWRITING SUBMISSIONS GUARANTEE MORE SALES by Thomas Carpenter, CPCU Nothing is more discouraging to an experienced, professional large account underwrite...

'ONLY' AN INDEPENDENT AGENT: YOUR VALUE IN TODAY'S MARKET by Chris Burand With so many Web-based insurance sites and direct writers bypassing insurance agent...

RELATIONSHIP MARKETING Jumping through a hoop 20 feet above the water isn't considered normal activity for a killer whale. So when Shamu was captured and hauled to its new home ...

THE 'CHICKEN LITTLE' SYNDROME by Brian Burke 'Brokers to Decline as Direct Sales Gain,' read the headline of the lead story in the Agent/Broker section of a r...

THE AGENCY MANAGEMENT PROCESS by Jack Fries Today, more than ever before, the independent agent needs to reduce expenses and increase income. In this document, Jack Fries expl...

THE CAJUN COYOTE: FROM PREY TO PREDATOR By Mike Manes With your competition evolving from day to day, so must your approach to marketing. WARNING: READ AT YOUR OWN RISK! Thi...

Are independent insurance agents on the verge of extinction? On the MisFortune 500 list of endangered occupations? You might think so after reading some of the press. For a different perspective, Kevin Stipe offers his observations of current and past trends and market conditions to prove that we’re not necessarily going the way of the dinosaur and the door-to-door encyclopedia salesman.

THE KEYS TO THE KINGDOM: SALES by Al Diamond As with so many inventions, improvements, and business successes, the keys to the kingdom in sales offer basic common sense soluti...

USE ELECTRONIC FILING TO BOOST SALES, CUT COSTS, AND IMPROVE SERVICE by Jack Fries If youre not paperless, your agency, employees, and especially your customers, are ...

WEATHER THE ECONOMIC STORM: INCREASE LIFE/HEALTH SALES by Carol Hammes If you arent selling Life/Health products, you might be ignoring a source of untapped income. But how do yo...