FINANCIAL STATEMENTS AS A MANAGEMENT TOOL by Douglas Moat Like most businesspersons, insurance agency owners and managers want to know how well they are doing and how much their business is wo...

How to determine if your agency or brokerage has a true sales culture

Even though you might be able to show extensive evidence that your agency is highly productive, profitable, or well capitalized, how do you measure your “sales culture?”

PERSONNEL AND COMPENSATION DILEMMA by Carol Hammes Its never been easy to attract the best young people to the insurance industry. In a competitive job market, it becomes almost impossi...

PROFIT CENTER APPROACH TO SALES by Carol Hammes Use this proven method to analyze the profitability of every sale. Insurance companies, hungry for more business, have been cutting s...

Sustainable earnings are the 'bottom line' of agency value. It's important for agency owners to...