Selling insurance isn't easy. Agency principals, producers, and staff can still reap rewards, but their ranks are thinning under pressure from lower premiums, reduced commissions, and greater demands from carriers and clients. Add to this the ever-increasing expense of technology.
The formula for a great insurance career used to be simple: 'Work hard for 20 years building the book of business, and the book will take care of you for the 20 years after that.' Not anymore.

CSR TRAINING Often people newly hired to work in an agency are given a quick tour of the office and briefly introduced to their associates. They may be given a copy of the office manual (if there is ...

THE ART OF MAKING SALES FROM THOSE WHO DO IT BEST by John Graham Although its certainly possible to teach people how to sell, its also possible to learn how to make sales fr...

TRADE SECRETS: WHAT ARE THEY AND HOW DO YOU PROTECT THEM? by Thomas M. Braniff, JD, and Roy L. Phillips Its important to identify what can be considered a trade secret...