BETTER CONTINGENCIES EQUAL MORE PROFITS by Chris Burand Many insurance companies try to boost profits by reducing contingency payments - not a smart move. A go...

BONUS/COMPENSATION PLANS: PART ONE by Jack Fries An incentive or bonus program requires many variables to be successful. Such programs too often reward work that wouldve been done...

BOOST YOUR SALES BY 95% Patricia A. Berry Most salespeople can increase their sales by 95%, by using professional knowledge and skills - and anyone who presents ideas, influences dec...

BRAIN TISSUE AND SCAR TISSUE by Michael Manes A wise friend of mine often talks about brain tissue versus scar tissue. I agree with him that these are the two ways that we learn. Brain tis...

BROCHURES: TELL IT TO THE PRESIDENTby Patricia Sheppard You've got to hand it to David Collins of Collins Insurance, Longmeadow, MA. His brochure demonstrates imagin...

CHANGE IS A CERTAINTY by Al Diamond Attempting to maintain the same old business practices in a changing environment is as futile as trying to sit stationary in a rising tide. As ind...

There may come a time when your agency's communications needs exceed the capabilities of in-house personnel. You want to concentrate on producing new business, developing products, and servicing clients. Who has the time and expertise to create newspaper or radio advertising-or perform the myriad public relations functions necessary to keep your agency in the public eye?

CLAIMS MANAGEMENT: AN IMPORTANT PART OF A SUCCESSFUL INSURANCE PROGRAM by Elizabeth Shaw, CPCU This writing is based on one simple premise: The integration of claims management into a commercia...

Now that you’ve decided on the markets to pursue and your marketing approach, it’s time to initiate the plan. In this final article of a three-part series Jack Fries discusses the steps you’ll take to implement a successful marketing and sales strategy.

Here's a quick investment quiz: Which of the following investments will provide the best financial return over the next five years?
A.Microsoft stock
B.Coca-Cola stock
C.Citigroup stock
D.A newly hired Property & Casualty producer

The answer is D. No kidding.