AGENCY PRINCIPALS: DONT PUT OFF PERPETUATION PLANNING! by Sharon Cunningham One of the most critical issues facing the Independent Agency System is the need to transfer s...

We've all heard of the wondrous salesperson who can sell sand in Arabia or refrigerators in Antarctica. But actually finding one for your business can be as hard to do as-well, selling sand in Arabia or refrigerators in Antarctica!

MARKET RESEARCH 101 -- DEFINING YOUR BUSINESS by Stephen Flowers Plenty of noise blurts about the value of service to an independent agency. Industry pundits keep repeating that su...

MERGERS: WHAT TO CONSIDER by Charles S. Watson, CPCU, CLU Last fall when we wrote the article about strategies for the '90s, we predicted that there would be an increase in merger activity al...

OVERCOMING OBSTACLES TO AGENCY GROWTH by Carol Hammes Deal with agency growth problems before they reach a crisis point. Unfortunately, this agency scenario is all too common. Enough new bu...