AGENCY PRODUCER RECRUITING: CHALLENGES AND SOLUTIONS by Sharon Cunningham Its a classic conundrum: As an agency grows in size, it becomes harder and harder for its producers ...

ATTRACTING AND RETAINING EMPLOYEES IN A COMPETITIVE WORLD by Sharon Cunningham To hire, and keep, quality workers, follow these guidelines. A consistent trend nationwide is the ...

Financial Statements/Assets: lsquo;You Can't Get There from Here!' by Mike Manes We've all enjoyed this scene: A local hayseed bec...

NEW PRODUCER RECRUITING: A GROWING CONCERN FOR AGENCIES by Suzy Hammett The more effective your producer recruitment program, the healthier your bottom line. As an agency expands, it...

PROTECTING YOUR AGENCY'S MOST VALUABLE ASSET by Diane Herbert and Pamela Millard As an insurance agency, your focus is on developing new business and retaining customers. You need to do bo...

We all know the value that cross-selling brings to agencies. According to industry statistics, profit margins on the second sale are two to three times higher than the first and retention is 60% higher. Yet the average independent agency’s number of policies per customer hasn’t changed in 20 years. How can such a vital, well-publicized goal remain so elusive for so long? It’s as if we all know how to become millionaires but ignore the facts. The truth is that cross-selling is a complex process that can fail for a number of reasons.

WHAT DOES AN AGENCY OWE ITS PRODUCERS? by Chris Burand This is the softest market the P/C industry has ever experienced. To thrive, agencies must eliminate waste, work harder, and work sm...