AGENCIES AND BROKERAGES OF THE FUTURE How will the agency/brokerage of the future be managed, and what will be its profile? A preview of the future should help insurance companies determine what valu...

AGENCY SURVIVOR: OUT-SELL, OUT-MARKET, OUT-COMPETE! by Robert C. Smith Make sure that your agency doesnt get voted off the island. Mor...

A soft insurance market is often used as an excuse for ignoring certain issues. Why bother figuring out whether to retain risk or transfer it to...

CHOOSING THE RIGHT MARKET FOR YOUR AGENCIES by Janet Lewis After the work that goes into finding and qualifying prospects, getting in the door, and gathering the proper data to quot...

The cluster concept has been a popular one for doctors, dentists, realtors, and others for many years. Insurance agency clusters have been around for a few decades, but interest in them intensified during the hard market of the early 1980s. At that time, smaller agencies banded together to protect themselves against increasing carrier demands brought on by tighter market conditions.

Use this “one-two” technique to wedge your way into taking accounts from your competitors.

In decades past, specialty insurance programs were often fraught with folly. Today, underwriters know that a combination of inexperienced underwriting with an ineffective national sales organization can kill almost any program. How do you create or participate in one with a significant life span? Thomas Gillingham’s document should answer all of your questions.

CRISIS MANAGEMENT PLAN OPERATIONAL OVERVIEW Prepared by: RICHARD H. SOPER, CMC, CSP Principal SOPER & ASSOCIATES, LTD. THE FREQUENTLY MISSING RISK...

DOING THE DEAL: A FOUR-STEP PROCESS by Rob Ekern This systematic sales approach works! Take the last deal you did: How many d...

DONT SAIL INTO THE WIND! by Rob Ekern Selling on price can put your business out of business. I was speaking recently to one of my broker friends and was surprised at hi...