AGENCIES AND BROKERAGES OF THE FUTURE How will the agency/brokerage of the future be managed, and what will be its profile? A preview of the future should help insurance companies determine what valu...

AGENCY COMPENSATION SURVEY by Carol Hammes Doing what youve always done in terms of raises and bonuses might not be giving you the 'bang for the buck' that it used to. This docume...

I have always been a believer that the best salespeople we have working for us are our clerical staff. The biggest problem seems to be our lack of proper motivational tools to excite them into selling. I have attempted to change their method of thinking, and although our program is in its infancy, it appears to be a step in the right direction.

SELECTING AND HITTING YOUR TARGET MARKETS by Thomas R. Chapman, CIC, CPCU Target marketing is a great technique for writing new business. But to implement it effectively, an agency must choo...

In Canada, they call them "expiry dates." In the U.S., they are called "expiration dates."

No matter what name they are given-"renewal dates," "anniversary dates," or any other name-one point is abundantly clear: People are more willing to change their agent or broker at renewal time than at any other time of year.

That is the way it has been in the past, particularly in Personal Lines, and surely that is the way it is going to be in the future.