FINDING AGENCY PERSONNEL by John Caswell 'Good help is hard to find.' That old adage has never seemed more true, given the increasing difficulty employers are experiencing when looking to fill an ...

FLESHING OUT PRESENT ACCOUNTS THANK YOU FOR YOUR INSURANCE BUSINESS! Dear (Customer Name): Perhaps we don't say it often enough, but we sincerely appreciate serving you. As independent insurance ...

HOW TO BE A HIGH-PERFORMING FIRM by Catherine Oak, CIC, AAI The more effectively you sell, market, and service, the more valuable your agency. ...

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?

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...

INSURANCE DISTRIBUTION TRENDS AND THE EFFECTS OF CHANGE It's remarkable that the insurance industry has experienced only evolutionary - not revolutionary - change in its structure, processes, s...

MARKETING IS A BATTLE OF PERCEPTION - HAVE YOU LOST? by Chris Burand An agent asked me the other day how h...

MAXIMIZE PERSONAL LINES PROFIT WITH BEST PRACTICES TIPS by Shirley Lukens Many agencies are looking at Personal Lines as an important source of revenue. In the current Best Pr...

NEW BUSINESS DEVELOPMENT: IT'S MORE THAN SALES by Kevin Grant CFP, ChFC According to The Best Practices Of The Leading Independent Insurance Agencies In The United States, a study commissioned by t...

PROFESSIONAL DESIGNATIONS FOR CSRs by Mary Beth Bolen Education is often termed a 'ticket to success'-and with good reason! More and more career-conscious agents and their office-support perso...