Dear Dave:

Our agency has hired a full-time Life producer to handle Personal Lines only. We believe we have enough accounts to justify that move. She tested well for personality and potential, but she is fairly new in the Life business. She is closing about one out of four presentations, which sounds fine for a relative beginner, since the closing average for all agents is about one out of three. But since she deals with many Mortgage policies and writes reducing Term policies at fairly low premiums, the bottom-line dollars are low. We need to create more cash flow. What can you suggest?

KEEP A CLEAR FOCUS ON FINANCIAL MANAGEMENT by Carol Hammes The hardening market, together with the start of new year give you the perfect opportunity to reflect on how to improve your busine...

MANAGE DIRECT MARKETING by Ed Drake Most agencies that use direct marketing successfully to generate sales have something in common - an effective system to handl...

MANAGING RISK: A GUIDE FOR YOUR BUSINESS CLIENT Part 3 of 4 RISK RETENTION Everyone retains risk. Most car owners have a collision deductible of at least $100. Owners of $200...

SELLING INSIGHT: GROWING PAINS by Sharon Cunningham The number of large agencies is increasing, making changes in management practices more important than ever. In this document, Sharon...

Although the reasons to plan are as endless as the individual needs of each agency, there are a number of common factors. Jack Fries reviews the importance of planning to your agency's success.

THE CAJUN COYOTE: FROM PREY TO PREDATOR By Mike Manes With your competition evolving from day to day, so must your approach to marketing. WARNING: READ AT YOUR OWN RISK! Thi...

Are independent insurance agents on the verge of extinction? On the MisFortune 500 list of endangered occupations? You might think so after reading some of the press. For a different perspective, Kevin Stipe offers his observations of current and past trends and market conditions to prove that we’re not necessarily going the way of the dinosaur and the door-to-door encyclopedia salesman.

THE SALES FUNNEL: AVOID FEAST OR FAMINE by Al Diamond Use this proven system to maintain consistent sales results month after month. The Sales Funnel provides an invaluable res...

TO BOOST PROFITS, CUT AGENCY EXPENSES: PART II by Jack Fries and Gary Holgate This second installment in a three-part article focuses on the major techniques for controlling your agency e...