ENHANCING AGENCY VALUE: WHAT THE MARKETING MANAGER CAN DO by John Jaques In daily dealings with agency principals and managers, carrier marketing personnel will do well to remembe...

PROFILE CHECKSHEET OFAGENCY HEADING TOWARD BANKRUPTCY by Chris Burand How healthy is your agency? This checksheet and financial analysis criteria can give you the answer. Use thes...

Situation: Our agency has several thousand personal lines insureds, and we have written mortgage reduction life insurance-reducing term-on many. But we're not writing much of anything else in personal lines Life or Health, partly because our life producer is uncomfortable with that market.
I know there's more to life than reducing term, but what can I as agency president-not a Life expert at all-do about developing more business from that potential? (Our commercial accounts are handled well by other life producers.)