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BROCHURES: TELL IT TO THE PRESIDENTby Patricia Sheppard You've got to hand it to David Collins of Collins Insurance, Longmeadow, MA. His brochure demonstrates imagin...

CAREER DEVELOPMENT - AGENCY TRAINING AND DEVELOPMENT 'What career development guidelines would you suggest for a young person entering the industry, and what steps would you recommend to an ag...

The sale of Life insurance to Personal Lines Property/Casualty customers has long been an issue with traditional independent insurance agents and brokers. There are very few agencies that haven’t tried, at one time or another, to develop a program to cross-sell Life, Health, or Disability to existing customers. Many agencies have even hired a “Life Person,” only to end up with a big expense and little income to show for the effort. This has only added to the frustration of the agency owners. So what’s the answer?

STAFFING SMART by Roy Phillips Agency profitability can start with well-trained, well-compensated customer service reps who know their jobs. Reasonable expense ratios can be the difference b...

THE 2011 ISO HOMEOWNERS: NEW AND IMPROVED Mary LaPorte The ISO updates to the HO policy took effect on May 1, 2011. The updates in the Homeowner coverage forms and related endorse...

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...

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