BEYOND THE 'ALPHA SPLIT': NEW WAYS TO DISTRIBUTE WORK LOADS by Raymond Keating Check out these alternatives to the traditional alpha split of Commercial Lines service. A cus...

CREATE WEALTH BY SHARING IT by John Jaques Over the last several years, I've noticed that higher-value, faster-growing, and superior-profit agencies have a strong willingness to sh...

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.

DO YOU WANT TO SUCCEED? by Robert Reagan Start planning now for your agencys future success. The concept of long-range strategic planning has become all but obsolete. Twenty-five...

FINANCIAL INSTITUTIONS - 'WE ARE SPECIALISTS' Dear (Customer Name): IT'S JUST GOOD COMMON SENSE . . . to consult (Your Agency Name) when you're looking for Financial Institution insur...

To embrace — and benefit from — change, follow these guidelines.
Unrelenting and increasingly rapid change demands that the insurance industry rapidly uncover new ways to evaluate and respond to its marketplace.
I’ve worked with many highly successful insurance companies and agencies, helping them achieve higher levels of profitability through more sales, customer and employee loyalty, and retention. However, in many of these organizations, management remained blind to the dire need to change, despite its apparent desire to achieve higher profits. Managers can’t see the compelling need to change from the ways that allowed the organization to be successful in the first place.

It used to be the $1 million ceiling. That was the level of revenue at which an individual performing agent with a few helpers had to become a business with different people handling different clients and responsibilities. Everyone still worked for the agent, but the agent no longer made every decision.

However, running an agency as a business doesn't automatically result in growth and a high quality of professional service. By the time the agency reaches $2 million, it runs into another "invisible ceiling."

HOW TO REMAIN COMPETITIVE IN A CHANGING INDUSTRY by Sharon Cunningham Sharon Cunningham's consulting visits with agencies hav...

In this document, Val Jordan explains why insurance agencies and carriers looking to increase...

NEW WAYS TO DISTRIBUTE WORK LOADS A customer's name shouldn't matter when they're calling for assistance! Most CSRs have an assigned section of the alphabet for which they are responsib...