This article should challenge your thinking and management style and create new opportunities for you to build more Personal Lines sales. To improve your sales, your staff must change how they see themselves, develop their own reasons for doing what you want them to do, establish strategies to use the skills they already have, and adopt new ways of communicating.

copy;Copyright 1994 by Business Transition Network, Inc. and Gary E. Jacobson, J.D. All Rights Reserved Revised 10/11/94 [AGENCY NAME] / [EMPLOYEE NAME] EMPLOYMEN...

ESTABLISH AN ORGANIZATIONAL STRUCTURE by Gary Holgate When analyzing the organizational structure of an independent insurance agency, you will find that there are four different general functions pe...

MANAGING PERSONAL LINES by Carol Hammes Continuing fierce competition in commercial lines is making the personal lines niche look much more attractive to those agencies searching for viable growth...

In most agencies today, the total commission of a Personal Lines account will equal or exceed the commission of a Non-exception Commercial account. In this document, Jack Fries asks why you’d pay a CSR more money to handle a lower commission account.

THE CUSTOMERS OF AN INDEPENDENT INSURANCE AGENCY by Gary Holgate As a consultant, the first questions I ask agency owners concern their customers. This provides me with a feel for the agency and...

WHY PROCEDURES? by Grace Bauer I often hear, 'Why does our agency need procedures? We've been in business this long without them.' If you can answer 'yes' to any of the followin...

WORKING IN MY SWIMMING TRUNKS: HOME-BASED OPPORTUNITIES by Jack Burke Millions of Americans operate businesses from their homes. This document by Jack Burke offers recommendations for u...