HARD MARKET - EMPHASIZE SERVICE Dear (Customer Name): As you know, insurance rates are increasing. Some coverages are hard to find. You are caught in what is known as a 'hard market,' a market cyc...

HEALTH INSURANCE Dear (Customer Name): We already write your ( ), but did you know we also can take care of your Health insurance needs? We're professional insurance agents trained to h...

HOW GOOD IS YOUR COMPETITION? A Competitive Position Analysis Agencies can benefit from comparing themselves to their closest competitors: other independent agents, direct writers, even b...

Personal Lines competition continues to intensify, as more and more players enter the marketplace. However, independent agents can fight back — if they're willing to make some fundamental changes in the way they do business. In this two-part document, Peter van Aartrijk presents 17 ways to help you build your Personal Lines book. If implementing all of them seems impossible, try three or four. But make a commitment, and go for it.

HOW TO DEAL WITH A WHOLESALER by Ed Bordenave, CPCU, ARM In today's world of complex and ever-changing exposures, one of your most important allies is an Excess ...

IF I WERE MARKETING MANAGER FOR A DAY by Janis Williamson, CPCU, CPIW The role of the marketing manager is quite different than it has ever been before because the marketplace is li...

IMPROVING PRODUCTIVITY TO INCREASE NEW SALES by Carol Hammes When setting your agency's production goals for the coming year, don't rely on help from the marketplace. In fact, it...

Today, the Long-Term Care insurance (LTCI) industry is maturing from its infancy and growing into a more stable product. In this document, Gary Katelman examines the changes that are occurring in Long-Term Care insurance.

MARKET CYCLES Dear (Customer Name): You've probably noticed that your insurance rates have gone up. It's nothing personal. The insurance industry is in what is called a 'hard market,' which simp...

MARKETING ANALYSIS-BY A DREAMER by Michael Manes I'm a dreamer-I think in concepts and gag on concrete details. I see every problem as an opportunity. I'm bored with today...