ACCOUNTS RECEIVABLE Dear (Customer Name): Can you imagine sending the following letter to all your customers? 'Dear Customer: Last weekend an explosion destroyed all our accounts receivable recor...

You could be better off by acquiring a sales superstar than buying another agency.

Every year the numbers seem to get more outrageous. Pay levels for “impact player” athletes such as LeBron James and Tiger Woods continue to climb into the stratosphere. And it isn’t just athletes. You name the endeavor, whether it’s in the business, entertainment, or even the academic world, and there’s a near-universal phenomenon occurring: Impact player inflation. Despite the fact that it drives a lot of people crazy to hear that some people are making so much money, there’s a simple reason for the inflation: The impact players are worth it.

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...

AGENCY SALES: SYNERGIES AND LAYOFFS by Chris Burand Employee layoffs after an acquisition mean that an agency has serious management issues. A ...

ARE YOU A GOOD BOSS? by Maribeth Kusmeski Are you a good boss? Really? I know when I ask myself that question, I come to the conclusion that I could be better. So what makes a good...

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...

'BUT I CAN'T AFFORD TO ADVERTISE!' by Al Diamond Why on earth would agency principals pay a consu...

COACHING SALESPEOPLE by Bob Ayrer All of the selling expertise and rah-rah sales rallies in the world dont mean a thing unless you can convert this knowledge into skill ...

COMPENSATING THE CROSS-SELL by John Jaques A simple method for cross-selling employee benefit coverages to Property/Casualty clients is to establish a disciplined program for the ...

CONSULTANTS: TAKE A LOOK IN THE MIRROR! by Mike Manes A consultant's work should go to the bottom line, not the bottom shelf. Mike Manes presents a set of quest...