THE HIGH COST OF EMPLOYEE TURNOVER by Don Phin Money has little to do with turnover. Most surveys have found that satisfied employees wont leave a job unless theyre offered a r...

AGENCY MANAGEMENT: THE GREAT COMPROMISE by Chris Burand Chris Burand defines the great compromise as working smarter, rather than harder. Of course, 12 hours of working smarter is alwa...

AGENT'S CHECKLIST: PROTECTING YOUR ACCOUNTS AGAINST PIRACY by David Daar Before your accounts get raided, you should consider doing some advance planning. There should be a strategy in place...

CRM: THE 80/20 RULE by Patricia Czech Have you heard about the 80/20 rule of customer relationship management (CRM)? Many vendors and consultants are using this rule as a popular sales p...

It's difficult for agency owners to succeed at management. When the same person is responsible for insurance issues and management, the latter will almost always suffer. In this document, Jack Fries reviews the essential requirements of a competent manager.

To embrace — and benefit from — change, follow these guidelines.
Unrelenting and increasingly rapid change demands that the insurance industry rapidly uncover new ways to evaluate and respond to its marketplace.
I’ve worked with many highly successful insurance companies and agencies, helping them achieve higher levels of profitability through more sales, customer and employee loyalty, and retention. However, in many of these organizations, management remained blind to the dire need to change, despite its apparent desire to achieve higher profits. Managers can’t see the compelling need to change from the ways that allowed the organization to be successful in the first place.

GUIDELINES FOR FIRING EMPLOYEES by Don Phin When employers ask if they can terminate employees, theyre really asking, If I fire them, can they sue me? Before y...

When choosing a Health insurance program, it's all too easy to drown in an alphabet soup of acronyms -- everything from ACOs (Accountable Care Organizations) to WHRN (Whole Health Resources Networks).

IMAGINING A MARKETING MANAGER'S CONVERSATION by Knight Berman How a company makes decisions and executes them has long been a puzzle to agents. Sometimes, the decisions seem to ref...

Improved communication has turned us into less adroit communicators. With e-mail, voice-mail, and cell phones, getting the message to another party is so easy that we no longer worry about the content of the message. Poor communications skills translate into lost business. This article by John Graham discusses these consequences and offers guidelines for improving communications.