A BOY NAMED SUE: A GUIDE TO PRODUCER TRAINING by Chris Burand A successful producer training program creates a powerful competitive advantage. Many readers are probably familia...

AGENCIES ARE GETTING HELP THESE DAYS! by Grace Bauer Every agency I talk to these days wants help. 'How can we be better?' 'How can we stay in touch with the client?' 'How can w...

Do you regularly negotiate such contractual issues as commission rates, growth goals, etc. with your companies?

Congratulations to the 57% who responded, “Yes!” Based on those positive responses, it appears that agencies of all sizes are negotiating. Negotiations aren't limited to larger agencies. If these agents weren't succeeding in their negotiations, even in a hard market, they'd be giving up. Although 57% is a good percentage, I'd love to see this number keep growing. If you aren't negotiating contractual issues with your companies, isn't it time to begin?

Small businesses have not made the same progress as large businesses in developing drug abuse programs due to a lack of...

Your client and prospect databases are valuable resources that could cost the agency a bundle if they fell into the wrong hands. Yet under federal copyright law,...

DEVELOP A LEGAL FEE MANAGEMENT STRATEGY BEFORE YOU NEED IT by John Beringer In a significant majority of lawsuits, legal fees outweigh t...

DO YOU WANT TO SUCCEED? by Robert Reagan Start planning now for your agencys future success. The concept of long-range strategic planning has become all but obsolete. Twenty-five...

DOES EVERY CUSTOMER'S OPINION COUNT? NO! by Chris Burand A customer at a luxury car dealership complained to the salesperson, 'These additional features are unnecessary and certainly n...

DOING THE DEAL: A FOUR-STEP PROCESS by Rob Ekern This systematic sales approach works! Take the last deal you did: How many d...

DONT SAIL INTO THE WIND! by Rob Ekern Selling on price can put your business out of business. I was speaking recently to one of my broker friends and was surprised at hi...