A BALANCED APPROACH TO MARKETING by Steve Anderson Just like you, each week I receive e-mails and read articles from different business and marketing experts. A common theme Ive no...

AGENCY VALUATION WITH A LOSS OF MARKET by the IAABA Virtual Faculty Two things are going on in the insurance marketplace. First, agencies are continuing to be bought and sold. Second,...

AGENCY VALUATION: WHAT YOU NEED TO KNOW by Larry Morrison Before putting a value on your agency, read this article. INTRODUCTION Every agency owner must learn certain basics abou...

BLUNDERERS BANK BIG BUCKS, TOO by Chris Burand Whats this? Adopt 'Worst Practices' to increase earnings? Say it aint so! Yet this document by Chris Burand is full of exa...

COMMISSION-REDUCTION STRATEGIES by Ken Buehler Commission reductions have been in practice for a number of years and, given the current expense reduction needs of carriers, there are no r...

CUSTOMER PROFILING by Al Diamond Although most agency management systems offer the potential to profile customers, relatively few agents complete, update, or use their customer profiles effecti...

FROM BUSINESS INSURANCE TO FAMILY INSURANCE by Preston Diamond Every Commercial account represents an opportunity to cross-sell Personal Lines to key employees. To help you get your sha...

Personal Lines competition continues to intensify, as more and more players enter the marketplace. However, independent agents can fight back — if they're willing to make some fundamental changes in the way they do business. In this two-part document, Peter van Aartrijk presents 17 ways to help you build your Personal Lines book. If implementing all of them seems impossible, try three or four. But make a commitment, and go for it.

Complacency or self-deceit can undo much good, and it can kill potential.
Too often I speak to P/C agency principals who say that they're doing just fine, thank you, in Life production. They have no complaints, there's production, so why look any further or make changes?

SWOT: ASSESSING YOUR CHALLENGES AND OPPORTUNITIES by Pamela Millard There are signs that the economy is improving. Some have even suggested that the recession is over. Lets hope s...