10 STEPS TO OVERCOME COMPETITION by Jack Burke Remember the first time you experienced a Chinese box set? As each box opened to reveal a smaller box, you wondered with childlike curiosi...

ADVERTISING FOR HELP by Al Diamond INSURANCE Licensed P/C agent. Benefits Call Sonja at (856) 555-5555 (Cost $27.36 for Sunday insertion) How attractive is this advertisement? Would you be ...

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...

THE ELEPHANT HUNTERby Al Diamond Before you acquire an agency, make sure you acquire agency experience. I was recently contacted by a smart young agent who had come into the bus...

USING OPERATING RATIOS AS A MANAGEMENT TOOL TO INCREASE AGENCY VALUE by Robert Westin The days of determining value solely by applying an assumed multiple to gross commissi...