Headlines in trade magazines and major newspapers announce thrift charters being approved for insurance companies, agreements being reached between federal bank regulators and state insurance departments, and financial services reform. In many ways, banks continue to increased their involvement in the Property/Casualty insurance market.

In 1976, 12 insurance executives spent a day trying to pinpoint the reasons for their success. Their large insurance agency had doubled in size over the last three years. The company's employees had worked hard to achieve a high rate of referrals and were aggressive in their roles as producers. But what factors led to their astonishing success? How did they attract a client? And most of all, what made each client buy and renew year after year?

THIS IS A SLOPPY INDUSTRY WHICH CREATES GREAT OPPORTUNITIES! by Chris Burand Property/Casualty, and even Benefits, insurance, as practiced, is often sloppy. In many cases, quality...