Last week I was at a regional meeting where I met up with several producers from Texas. Having been a producer (a long time ago) and knowing how to swing a golf club, I fit right in. Being as committed to growth as I am, I ask the killer question that quickly exposes a problem. “John, what’s your growth goal for this year?”
He pauses and says “Um...around 65%.”
“Uh-huh. Where’s that from?” I asked.
“Well, I doubt I can do 80% and I didn’t want to sound like a loser and say 50 %, so I came up with 65%.”

QUESTIONS ASKED BY P/C AGENTS CAN LEAD TO LIFE SALES Many large Life cases or benefits programs start with a few questions that any PC producer can incorporate into a fact-finding questionnaire. The ...

RETIREMENT PLANNING CONGRATULATIONS! Dear (Customer Name): You have recently retired after many years of hard work at ( ). Now you're making plans for a new beginning. You've been a valued...

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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 KEEP/SELL DECISION by Brian Burke Agency owners who are faced with the decision of keeping or selling their agencies can't really explore one of these routes without investi...

THE MIXED-PERPETUATION SANDWICH: INSERTING A NON-FAMILY LAYER by Brian Burke Discussions about the perpetuation of family-owned agencies often assume that the offspring always bu...

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