The old marketplace selection process is futile. There simply aren’t enough carriers to go around, it’s not in the client’s best interests, and it doesn’t allow a firm to differentiate itself. To make matters worse, the average hit ratio is a whopping 15%! Rob Ekern recommends (and explains) the Brokerage Selection Process for developing and retaining revenue.

THE DECISION AND THE QUESTIONS by Mike Manes IMMS Consultant Mike Manes strives to facilitate change, communication, learning, and positive results. To that end,...

THE DEFINITION OF INSANITY: DOES IT APPLY TO YOUR AGENCY? by Becky Lathrop It has been said that lsquo;attitude will be the deciding factor in your failure or success. ...

THE FOUR FACES OF PROFITABILITY: PART I by Diane Herbert and Pamela Millard Even if you see a healthy profit when you look at the bottom line, you might want to consider your profitability...

THE FOUR FACES OF PROFITABILITY: PART II by Diane Herbert and Pamela Millard The first part of this article focused on two faces of agency profitability: Pretax profit and Cash Flow from ...

The No. 1 Reason Why Most Sales Managers Fail! by Patricia Berry The primary reason for failing as a sales manager seems to be invisible to most managers. This article provides the reason ...

THE QUALITY SCORECARD by Al Diamond Without industrywide efforts to improve, the insurance industry will continue to be susceptible to alternative markets, alternative-distribution channels, an...

THE SALES FUNNEL: AVOID FEAST OR FAMINE by Al Diamond Use this proven system to maintain consistent sales results month after month. The Sales Funnel provides an invaluable res...

THE SIX -STEP SALES TRAINING PROGRAM FOR THE CSR by Dana Falardeau, CIC Train your CSRs to sell and watch your revenues grow! Who speaks to your customers more than anyone els...

THE TELEMARKETING CONCEPT Telemarketing separates the prospecting and sales functions in an insurance agency, leading producers more time to sell. Telemarketers spend the majority of the...