AGENCY VALUATION: WHAT YOU NEED TO KNOW by Larry Morrison Before putting a value on your agency, read this article. INTRODUCTION Every agency owner must learn certain basics abou...

FEE VS. COMMISSION-DOES IT MAKE A DIFFERENCE? The following article focuses on the insured's perspective of fee and commission based broker remuneration. Understanding the philosophies of both can b...

FINANCIAL STATEMENTS AS A MANAGEMENT TOOL by Douglas Moat Like most businesspersons, insurance agency owners and managers want to know how well they are doing and how much their business is wo...

Finding out if someone is truthful is an art, not a science. The best truth-detecting machine on the market, the polygraph, is illegal in the hiring process. Imagine if there were an invention that could detect the truth with 100% accuracy, as predicted by futurist James Halperin in The Truth Machine.

Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy Schwantz has created a comprehensive series of 43 Producer Success Lessons. Used singly or in combination, these powerful tools can help your producers build their skills and grow their sales.

Close your eyes and visualize a red and white soup can. Then imagine a brown and white candy wrapper. Did you picture a Campbell's tomato soup can, then a Hershey's chocolate...