AGENCY PERPETUATION by Dr. E.J. Leverett, Jr., CLU, CPCU Agents and brokers need a clear picture of their objectives in order to successfully attain them. The objectives of an insur...

BOTTOM-UP PLANNING by Ted Silver When an agency understands what individual agency employees want to accomplish from a production standpoint in terms of new and renewal business as ...

COACHING SALESPEOPLE by Bob Ayrer All of the selling expertise and rah-rah sales rallies in the world dont mean a thing unless you can convert this knowledge into skill ...

CREATING INITIATIVES AND OBJECTIVES Your planning meeting should focus on the areas that need atte...

DOES A BANKING RELATIONSHIP MAKE SENSE FOR YOU? by Chris Burand Banks are buying agencies, agencies are developing relationships with banks, insurance companies are opening banks, and a dozen...

Rarely will you get something for nothing. But how do you know if you’re getting what you should out of your marketing program? This document by John Graham provides you with the guidelines to properly evaluate your marketing efforts.
Getting something for nothing seems to be a universal human desire that extends into the business arena. For example, company owners and managers often ask, 'What should we expect to get out of our marketing program? How will our dollar investment translate into increased sales?

ENJOY INSTANT GRATIFICATION - BE A GREAT PROSPECTOR by Preston Diamond Stamp the p word on your brain like a tatto...

FINANCIAL RATINGS DON'T TELL ALL by Chris Burand In the past year, it hasn't been unusual to see reports of companies that have had their debt ratings lowered, although their ...

FORMALIZING THE PLAN A plan is only as good as its execution. It is essential that progress be monitored and adjusted and changes made when necessary. Which means that once you prepare the plan, you ...

INCREASING AGENCY MORALE: ARE YOUR EMPLOYEES TRULY HAPPY? by Grace Bauer Are your employees truly happy? If you answered 'yes,' think again! After working in various positions from secr...