AGENCY ACQUISITIONS: LET THE BUYER BE SMART Every independent agency in the country will experience a change in ownership at least once in its lifetime. Close to one-third of agencies h...

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...

Are two salespeople better than one? Sometimes yes and sometimes no.

Well-planned, well-executed joint sales calls can impress customers, add additional value to the product or service you sell, close sales, and retain business. But when a joint call goes bad, the results can be disastrous.

The structured development, formulation, implementation and operating strategy as well as on-going enhancement of a comprehensive Crisis Management Plan typically involves the following five sequential phases:.

DESIGN A WORD-OF-MOUTH MARKETING CAMPAIGN by Patricia Berry Many companies mistakenly believe that WOM is just s...

DON'T FAIL TO ADDRESS CUSTOMERS' WANTS AND NEEDS Your customers and prospects do not care about you and what you want or need. Does that sound harsh? It may, but it's also true! Your ...

EXTRA EXPENSE KEEP YOUR BUSINESS DOORS OPEN Dear (Customer Name): Try to imagine posting this notice on your fire-damaged building: 'Sorry about the fire. It will take approximate...

FEAR OF CHANGE: A CONUNDRUM by Jack Burke 'Progress is a wonderful thing -- it's change I hate.' --Mark Twain Change is inevitable. In today's world, it has even be...

GETTING CLIENTS OR PROSPECTS BACK In a suburb of Philadelphia-Langhorne, to be precise-is an unusual retail operation. It's a car dealership, but the difference is the firm's philosophy that no one...

Most people do not look forward to planning the distribution of assets upon their death. However, it is a task that all of us must face. And, that’s where trusts enter the estate-planning arena. A trust is simply an arrangement whereby one person holds legal title to an asset and manages it for the benefit of another. In one form or another, it may be used in personal financial planning.