A BOY NAMED SUE: A GUIDE TO PRODUCER TRAINING by Chris Burand A successful producer training program creates a powerful competitive advantage. Many readers are probably familia...

I recently listened to an interview with Vic Conant of Nightingale-Conant talking about the shift in their program sales. During the 80s and 90s, such corporate names Tom Peters and Warren Bennis dominated program sales. However, since the early 2000s, there’s been a significant shift to programs for those want to become in charge of their own destiny. This “Brand You” trend has been going on for more than a decade, posing a significant exposure to today’s companies. As the workforce ages and changes, we’re going to have less available talent than ever. Given future economic uncertainty, more and more of the available talent will opt out to work for themselves.

A JOINT VENTURE IN A SMALL TOWN by Ron Rensink The heated debate over bank activity in the insurance business has focused primarily on happenings in major metropolitan areas, where huge blocks of bu...

A PERPETUATION PLANNING PRIMER by Tom Doran No one expects the current frantic pace of merger and acquisition activity to last forever. When it does cool off, more agency own...

AGENCY COMPENSATION SURVEY by Carol Hammes As of this writing, the government has determined that the insurance industry as a whole has 2.2 million workers who earn an average of $3...

AGENCY COMPENSATION SURVEY by Carol Hammes Doing what youve always done in terms of raises and bonuses might not be giving you the 'bang for the buck' that it used to. This docume...

AGENCY GROWTH AND THE PERPETUATION DILEMMA by Carol Hammes Despite the incredible deepening of the commercial soft market, many independent agencies have continued to grow and have been qu...

AGENCY MANAGEMENT 202 by Carol Hammes Often, its not money that motivates people as much as it is the environment. Few people will leave a job for additional compensation unless other...

AGENCY MANAGEMENT: THE GREAT COMPROMISE by Chris Burand Chris Burand defines the great compromise as working smarter, rather than harder. Of course, 12 hours of working smarter is alwa...

AGENCY PRINCIPALS: DONT PUT OFF PERPETUATION PLANNING! by Sharon Cunningham One of the most critical issues facing the Independent Agency System is the need to transfer s...