You could be better off by acquiring a sales superstar than buying another agency.

Every year the numbers seem to get more outrageous. Pay levels for “impact player” athletes such as LeBron James and Tiger Woods continue to climb into the stratosphere. And it isn’t just athletes. You name the endeavor, whether it’s in the business, entertainment, or even the academic world, and there’s a near-universal phenomenon occurring: Impact player inflation. Despite the fact that it drives a lot of people crazy to hear that some people are making so much money, there’s a simple reason for the inflation: The impact players are worth it.

Help your top producers grow your agency & and their income!

Many of our clients find themselves the recipients of a decidedly mixed blessing. On one hand, they are successful because they employ many of the top producers in their community. On the other hand, since many of the community's top prospects already work in their agency, there's not much sales talent left to hire. They're ready, willing, and able to invest in future growth, but don't know quite how. If only they could find a way to replicate their top producers, their agency's market share would balloon.

AVOIDING THE DANGERS: ITS NO TIME TO TRIP! by John Graham It happened on Thursday after lunch as I ran up five steps to the office holding a cup of coffee. On the second step, I tr...

CHANGE: WHAT AN OPPORTUNITY! by Chris Burand A changing industry offers the greatest opportunity business people ever have for becoming successful. Chris Burand urges you to welco...

CRM OR MARKETING? by Patricia Czech Customer relationship management is a broad term that includes everything from call center routers to complex analytics, and budget allocations and d...

CUSTOMER SERVICE TESTS by Bill Wilson Customer service is critical to agency profitability and growth. Outstanding customer service leads to customer satisfaction. Customer satisfaction lead...

It's much easier to assess the financial strength of a carrier in the world of Property and Casualty insurance than in the world of Health insurance. Several organizations have standard rating systems to assess a P/C carrier's strength and financial performance. A broker can quickly compare the financial viability of various P/C carriers using an assigned rating. Brokers usually don't even bother to look at an unrated carrier.

Developing new business is an integral part of every insurance agent’s regimen. There are endless ways to go about looking for new business. Jack Fries explains why successful agents must know how to focus their efforts to engage in the most efficient methods possible.

DIVIDE SALES DUTIES INTO MARKETING AND SELLING Some CSRs have trouble marketing because they confuse it with selling. The whole concept of persuading a customer to sign an application for a policy ca...

DON'T LOSE YOUR WAY WHEN NAVIGATING CUSTOMER CURRENTS by Al Diamond Recently, the people at Motorola, the electronics giant, announced that they had 'lost their way.' This innovative c...