AGENCY FINANCIAL MANAGEMENT 101 by Bill Schoeffler and Catherine Oak Because most agency owners are former producers, they seldom have financial management expertise. This article focuses ...

ARE YOU MAKING THESE MARKETING MISTAKES? NINE HUGE INCOME BUSTERS FOR INSURANCE AGENTS by Michael Jans You've heard it before. You've read about it in trade magazines. Most important, you pr...

KEYS TO FINANCIAL MANAGEMENT SUCCESS by Catherine Oak Following these six guidelines will help keep your agency in fine financial fettle. Owners are usually oriented toward sales...

MARKETING DEPARTMENT VERSUS PRODUCER MARKETING by the IIABA Virtual Faculty Although your agency has a Commercial marketing department, you have the option of marketing an account yourself ...

Last week I was at a regional meeting where I met up with several producers from Texas. Having been a producer (a long time ago) and knowing how to swing a golf club, I fit right in. Being as committed to growth as I am, I ask the killer question that quickly exposes a problem. “John, what’s your growth goal for this year?”
He pauses and says “Um...around 65%.”
“Uh-huh. Where’s that from?” I asked.
“Well, I doubt I can do 80% and I didn’t want to sound like a loser and say 50 %, so I came up with 65%.”

THREE TIPS FOR SETTING GOALS by Bill Cates As you set goals, consider these three guidelines. (Although most people dont think of the third one, its just as important as the...