10-STEP REFERRAL PROSPECTING SYSTEM: SELLING/PROSPECTING/LEADS by Bill Cates You can create a steady flow of high-qual...

No matter what their size, many businesses use most of their available energy just keeping things running on a day-to-day basis.
Unfortunately, there seldom seems to be much time for those tasks that can have a profound effect on a company's future, such as communicating the company's message and projecting its image.

ANNUAL STRATEGIC PLANNING by Al Diamond Implementing plans within an agency is certainly not unheard of and often works as well as the planning and organizational skills of the agency...

BEST PRACTICES OF FINANCIAL MANAGEMENT by Angela Bemiss In today's insurance environment, a successful insurance agent or broker must have good sales management, good operatio...

BRAIN TISSUE AND SCAR TISSUE by Michael Manes A wise friend of mine often talks about brain tissue versus scar tissue. I agree with him that these are the two ways that we learn. Brain tis...

CAN YOU DO BUSINESS AT A FAMILY EVENT? by Bill Cates You can - but be very careful! If your friends perceive you as trying to do business at a wedding, it could hurt your chanc...

CHANGE: WHAT AN OPPORTUNITY! by Chris Burand A changing industry offers the greatest opportunity business people ever have for becoming successful. Chris Burand urges you to welco...

There may come a time when your agency's communications needs exceed the capabilities of in-house personnel. You want to concentrate on producing new business, developing products, and servicing clients. Who has the time and expertise to create newspaper or radio advertising-or perform the myriad public relations functions necessary to keep your agency in the public eye?

COMPANY CONTRACTS: DOUBLE YOUR BONUSES by Chris Burand If one company is willing to pay twice the bonus for the same results, the same book, the same ease of doing busin...

CONTINGENCIES: WHAT'S ALL THE HULLABALOO? by Rob Ekern The contingencies controversy can give agents a competitive advantage. If I had a thousand dollars for every pound of pape...