The changing marketplace is presenting several new pressures and challenges for the owners of independent agencies. The success...

BANKS AND P/C AGENCIES REALITY CHECK PART II: MEET THE PEOPLE CHALLENGE by Chris Burand Do bank stockholders benefit from acquisitions of P/C agencies? The answer? Yes, if t...

CULTIVATE RELATIONSHIPS TO CULTIVATE SALES by Maribeth Kusmeski Cultivating relationships proactively is often an afterthought. Were just too busy trying to get through the workloa...

CUSTOMERS: COMPLEXITY, INTANGIBLES, AND INSURANCE by Chris Burand During the past few months, regulations have been proposed that would require agents and brokers to provide clients co...

THE CLIENT-FOCUSED PRACTICE ITS ALL ABOUT PEOPLE by Michael Lovas During months of extensive research into what makes an advisor succeed, were discovering several si...