In 1976, 12 insurance executives spent a day trying to pinpoint the reasons for their success. Their large insurance agency had doubled in size over the last three years. The company's employees had worked hard to achieve a high rate of referrals and were aggressive in their roles as producers. But what factors led to their astonishing success? How did they attract a client? And most of all, what made each client buy and renew year after year?

INSURANCE COMPANIES: WILL THE REAL COMPETITORS PLEASE STAND UP? by Chris Burand Chris Burand tells why companies need to know their competition inside and outside their agency plant...

INTERDEPENDENCE AMONG ASSOCIATIONS, UNDERWRITERS, AND AGENTS by Robert Larsen Symbiosis: any interdependent or mutually beneficial relationship between two or mor...

MAKE MEETINGS WORK This seven-part recommended agenda should be followed at each meeting. Adaptation will be necessary by department, but the general content and structure should be similar for...

MAKE MEETINGS WORK This seven-part recommended agenda should be followed at each meeting. Adaptation will be necessary by department, but the general content and structure should be similar for all d...

MARKETING ANALYSIS-BY A DREAMER by Michael Manes I'm a dreamer-I think in concepts and gag on concrete details. I see every problem as an opportunity. I'm bored with today...

TAKE CHARGE OF CARRIER PLANNING by John Jaques When looking at profit improvement, most agency owners analyze and plan for new production, client service, staffin...

THE FUTURE OF COMMERCIAL LINES FOR THE INDEPENDENT AGENCY by Brian Burke If two issues of Burke Ink in the last two years can be devoted to the future of Personal Lines, then we ow...

TOP 10 NEW YEAR'S RESOLUTIONS FOR AGENCY PLANNING by John Jaques Use these planning guidelines to grow sales and earnings. In case you didnt create a New Years resolution lis...