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BEST PRACTICES FOR AGENCY MANAGERS: LOOK BEYOND THE NUMBERS by Robert C. Smith Taking the financial and operational performance results of the Best Practices Study and building manag...
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COMMUNITY BANK INSURANCE SALES: THE OUTLOOK by James Campbell Are community banks being left behind as the bank insurance business lurches forward? While nine of every 10 U.S. banks with gr...
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The sale of Life insurance to Personal Lines Property/Casualty customers has long been an issue with traditional independent insurance agents and brokers. There are very few agencies that haven’t tried, at one time or another, to develop a program to cross-sell Life, Health, or Disability to existing customers. Many agencies have even hired a “Life Person,” only to end up with a big expense and little income to show for the effort. This has only added to the frustration of the agency owners. So what’s the answer?
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INDEPENDENT CONTRACTOR PRODUCERS: DO THEY POSE HIGHER RISKS FOR AGENCIES TODAY? by Paul Whiting Across the country there are independent insurance agents and brokers whose producer...
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MARKETING IS A BATTLE OF PERCEPTION - HAVE YOU LOST? by Chris Burand An agent asked me the other day how h...