AGENCY VALUE: NO SIMPLE ANSWERS by Al Diamond How much is your agency worth? That depends on a number of factors. Whats my agency worth? Were asked tha...

ARE YOU GIVING YOUR CUSTOMERS WHAT THEY WANT? by Al Diamond The first question is 'Do you know what the customers want?' If your answer is 'They always want the lowest ...

AS GOES AGENCY GROWTH, SO GOES VALUE by Chris Burand Growth is a key factor in an agency's value. Chris Burand explains why poor or erratic growth is a risky investme...

If you're in sales, you can identify with this situation - about two weeks after starting a new job, you begin to doubt your decision. You detect a widening gap between what you were told to expect and what actually occurs. After only a month on the job, you conclude, 'I think I made a mistake.' You're probably right, because salespersons seem to be more prone to selecting the wrong job. Too often, their profession's tendency to stress the positive and minimize negative factors extend into their approach in choosing a job.

ASPECTS OF PERPETUATION MANAGEMENT by Catherine Oak and Bill Schoeffler Most agency owners do not have a structured plan to perpetuate their lifetime's work-the firm. It wo...

AUTOMATED TO SHOP ALL COVERAGES LET US DO YOUR SHOPPING Dear (Customer Name): Whether it's for Automobile, Homeowners, Boat, or any other type of insurance, we shop the market...

AUTO-RENTAL REIMBURSEMENT Dear (Customer Name): What would happen if, due to an accident, you lost the use of your car for a few days? While it's being repaired, how are you going to get around? Wa...

BEST PRACTICES AGENCIES: THE BEST OF THE BEST by Tom Doran As a management consultant and one of the authors of The Best Practices Study, it's sometimes a temptation to become...

BOOST YOUR SALES BY 95% Patricia A. Berry Most salespeople can increase their sales by 95%, by using professional knowledge and skills - and anyone who presents ideas, influences dec...

BUSINESS LIFE INSURANCE THE MORE YOU HAVE, THE MORE YOU STAND TO LOSE Dear (Customer Name): THE PROBLEM ... ... The more successful your business, the more you or your family...