AUTOMATION/INFORMATION SYSTEMS MANAGEMENT by Tripp Leach This article will explore several questions such as: Why must agency automation be managed? What is agency automation and information s...

CHARACTERISTICS OF STRONG AGENCY/CARRIER RELATIONSHIPS by John Jaques The compilation of agency/carrier relationship characteristics presented in this article is based on observatio...

CONVEY BAD NEWS POSITIVELY There's nothing like being the bearer of bad new. Yet this letter shows how you can inform your clients of what's going on, to position yourself as the clien...

FRAMEWORK FOR AGENCY SUCCESS by Patty Vaughn NEW BEGINNINGS I'm not quite sure why, but for me, fall is the time of year that signals new beginnings. Maybe it's because students are...

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.

TECHNOLOGY AND THE AGENCY: A PRIMER by Ken Buehler Recently I met with an agency that had a state-of-the-art computer system. The system did everything, and then some! ACORD certificates, bind...

TERM INSURANCE: MODULE V-D THE COVERAGE Term Life insurance is the purest form of Life insurance-it provides only for death protection with no cash values or inte...

THE VALUE OF MAKING MISTAKES by Chris Burand In the December 24, 2001 Fortune magazine, Michael Schrage ...

TRAINING: MODULE III-C INTRODUCTION The following section covers both producer and CSR training. By going through this section, you will be able to take an inexpe...

WHAT'S A CUSTOMER WORTH? by Al Diamond You work hard to sell insurance to new customers, we all know that, and that is why we pay for marketing and advertising to prospects, the general public...