Sometimes we make things so complicated. Performance management provides an excellent one example. In the old days, we gave...

This article should challenge your thinking and management style and create new opportunities for you to build more Personal Lines sales. To improve your sales, your staff must change how they see themselves, develop their own reasons for doing what you want them to do, establish strategies to use the skills they already have, and adopt new ways of communicating.

A TAX BONANZA: S CORPORATIONS AND ESOPs by Robert Nein The 1997 Tax Relief Act has made possible the best of all worlds for insurance agencies. One could not hope for a better opportunity. There ha...

AGENCY MANAGEMENT: THE GREAT COMPROMISE by Chris Burand Chris Burand defines the great compromise as working smarter, rather than harder. Of course, 12 hours of working smarter is alwa...

AN ATTENTION-GETTER PAVING THE WAY COVERAGE: Total Service PROSPECTS: Prospective Clients COMMENTS: An Attention-Getter Paving the Way for Future Follow-Up. Dear (Customer Name), 3 THINGS...

ANALYZING CUSTOMER PROBLEMS by Mary Beth Bolen The best customers are your existing customers. Some agree with that statement and some don't. There are some customers you'd probably rather b...

Dear (Customer Name), WHAT IS RENTAL REIMBURSEMENT? As your insurance adviser, we have a basic responsibility to see that you receive the benefit of new coverages that will...

AVOID THE EMPATHY TRAP by Chris Burand The ability to empathize is admirable. It requires listening, understanding, ...

BEST PRACTICES OF FINANCIAL MANAGEMENT by Angela Bemiss In today's insurance environment, a successful insurance agent or broker must have good sales management, good operatio...

BEYOND BEST PRACTICES: ARE YOU EXCEPTIONAL? by Tom Doran What are the five most crucial success factors to which you would attribute your success? This is the fundamental Best Pract...