AGENCIES AND BROKERAGES OF THE FUTURE How will the agency/brokerage of the future be managed, and what will be its profile? A preview of the future should help insurance companies determine what valu...

The cluster concept has been a popular one for doctors, dentists, realtors, and others for many years. Insurance agency clusters have been around for a few decades, but interest in them intensified during the hard market of the early 1980s. At that time, smaller agencies banded together to protect themselves against increasing carrier demands brought on by tighter market conditions.

COMMUNITY BANK INSURANCE SALES: THE OUTLOOK by James Campbell Are community banks being left behind as the bank insurance business lurches forward? While nine of every 10 U.S. banks with gr...

In decades past, specialty insurance programs were often fraught with folly. Today, underwriters know that a combination of inexperienced underwriting with an ineffective national sales organization can kill almost any program. How do you create or participate in one with a significant life span? Thomas Gillingham’s document should answer all of your questions.

What you want will only get done if you make it an A+ priority. Jack Fries tells you how a business plan can reward you with survival, planned growth, and profit.

EXTERNAL GROWTH WITH SUCCESSFUL ACQUISITIONS by Carol Hammes Be prepared to do an acquisition before the opportunity presents itself. INTRODUCTION Most agencies will have the opportu...

GETTING A COMPANY APPOINTMENT: PART 1 by David Stambaugh This first article in a two-part series shows how to get a company appointment that can benefit you, your clients, and your carr...

GETTING A HANDLE ON YOUR AGENCY'S LIFE POTENTIAL One reason agencies shrug off their Life potentials is they have no idea how big that potential may be. In each agency, of course, the precise figure...

IF THE NICHE FITS: DESIGNING THE NICHE PROGRAM QUESTIONNAIRE by Andy Barile You've done your research and have assessed the potential of a niche insurance marketing program thoroughly....

MANAGING COMPANY RELATIONS by Carol Hammes In recent reports, I have addressed the changing nature of the relationship between the American agency companies and the independent a...