After an automated sales center is up and running, it's up to producers to act on the qualified leads that the sales center coordinator, assistant, and support staff have worked on.

Prospecting is an old term; replace it with "business development."

Business development requires a positive attitude, confidence, and discipline. The business development mind-set can be picked up by anyone who has a desire to step to the front line and just do what must be done. Commit to a business development plan of action, then organize and follow through.

FIVE KEYS TO ACHIEVING YOUR GOALS by Pamela Millard Plenty of things can distract you from your goals. Its all about making sure your goals meet a few critical criteria: Engagement...

This is not the time to be passive about company relationships. If you want to stay in business, you must develop and maintain strong company contacts. As you continue to court new markets, also devote time to enhance relations with your current carriers. Remember, decisive interaction with company personnel is a powerful tool in agency-company relations.

MANAGING AGENCY WORKFLOW: GETTING THINGS RIGHT THE FIRST TIME by Grace Bauer Getting things right the first time depends largely on developing a program to review and audit procedures on a...

PERSONAL LINES RECORDS INCREASE REVENUE! by Grace Bauer People don't pay much attention to Personal Lines when it comes to account rounding, the yearly renewal review, and new busin...