TO BOOST PROFITS, CUT AGENCY EXPENSES: PART II by Jack Fries and Gary Holgate This second installment in a three-part article focuses on the major techniques for controlling your agency e...

TO BOOST PROFITS, CUT AGENCY EXPENSES: PART III by Jack Fries and Gary Holgate This final installment in a three-part article provides guidelines for using expense controls to improve you...

UNNECESSARY EXPENSES ARE COSTING YOUR AGENCY PROFIT DOLLARS by Jack Fries Jack Fries realizes the many reasons that your income might be leveling off or falling decreased com...

UPDATE ON AGENCY VALUATION By Carol Hammes We have lost count of the number of telephone calls that we have received recently asking us what the going rate is for the sale of an insurance agency. ...

Have you ever considered what just one customer is worth to your business over a five to ten year period or longer? Carl Sewell is one of the nation’s leading Cadillac dealers. In his book, Customers for Life, Sewell calculates the amount of revenue an auto dealer could realize from an average buyer if the dealership could keep the customer for life. Would you believe $332,000? And that’s just one customer! In this article, Vicki Lenz shares her top 10 reasons for creating customer loyalty.

WHEN BIG REALLY IS BETTER THAN HUGE by Chris Burand Companies today are pushing, requesting, cajoling, and demanding that their agents produce bigger and bigge...