(NON-WEB) SITE PLANNING: OFFICE LAYOUT by Virginia Bates 'Even if you're on the right track, you'll get run over if you just sit there.' -- Will Rogers Many agency princi...

Selling insurance isn't easy. Agency principals, producers, and staff can still reap rewards, but their ranks are thinning under pressure from lower premiums, reduced commissions, and greater demands from carriers and clients. Add to this the ever-increasing expense of technology.
The formula for a great insurance career used to be simple: 'Work hard for 20 years building the book of business, and the book will take care of you for the 20 years after that.' Not anymore.

ASK AN EXPERT: PRODUCER lsquo;NON-COMPETE AGREEMENTS by the IIABA Virtual University Faculty The terms 'Non-Compete,' 'Non-Solicitation,' and 'Non-Piracy' are often used in...

AVOIDING COSTLY MARKETING MISTAKES by Stephen Anderson You can no longer sit back and wait for business to come to you. That's the sure route to becoming a victim of the ch...

As an independent agent, you enjoy a unique potential to cross-sell financial services to your clients. Here’s how to take advantage of this opportunity.

CULTIVATE RELATIONSHIPS TO CULTIVATE SALES by Maribeth Kusmeski Cultivating relationships proactively is often an afterthought. Were just too busy trying to get through the workloa...

E&O: ARE YOU A GOOD AGENCY OR A GREAT ONE? by Curt Pearsall Obviously, determining whether youre a good agency or a great one is a matter of opinion. But whose opinion counts: those of ...

EVALUATING BANK OPPORTUNITIES by Carol Hammes Faced with shrinking profit margins from their traditional products and services, financial institutions have been searching for ways...

We've all heard of the wondrous salesperson who can sell sand in Arabia or refrigerators in Antarctica. But actually finding one for your business can be as hard to do as-well, selling sand in Arabia or refrigerators in Antarctica!

HIRING THE RIGHT PRODUCER ...