BASIC FACTS ABOUT REGISTERING A TRADEMARK Part 2 of 5 Use of 'TM,' 'SM,' and 'r' Symbols Anyone who claims rights in a mark can use the TM (trademark) or SM (service mark...

There are still those who believe that something will stick if you toss enough stuff against the wall. John Graham believes that we fail to ask ourselves the right question, the one that defines the marketing and sales mission.

CSR TRAINING Often people newly hired to work in an agency are given a quick tour of the office and briefly introduced to their associates. They may be given a copy of the office manual (if there is ...

DEVELOPING A MARKETING PLAN (IN A DISTRESSED AGENCY) by Ken Buehler It is an uphill battle for a distressed agency to get back on track and sustain any level of growth if it f...

FOLLOW THE LEADER - LEAD THE FOLLOWER! by Mike Manes 'The first role of the leader is to define reality.' - Max DePree, businessman 'The one absolute for leadership is foll...

It used to be the $1 million ceiling. That was the level of revenue at which an individual performing agent with a few helpers had to become a business with different people handling different clients and responsibilities. Everyone still worked for the agent, but the agent no longer made every decision.

However, running an agency as a business doesn't automatically result in growth and a high quality of professional service. By the time the agency reaches $2 million, it runs into another "invisible ceiling."

HOW TO BUY, SELL, MERGE OR PERPETUATE AN AGENCY - PART V A Comprehensive Look at the Best Ways to Handle the Biggest Events in the Life of Your Agency by Larry Morrison and Gary...

INCENTIVE COMPENSATION PROGRAMS by Al Diamond Al Diamonds Incentive Compensation Programs (ICP) are blossoming and creating more productive employees who understand that growth and pro...

MANAGING, TRANSFERRING, AND ACQUIRING FAMILY INSURANCE AGENCIES by Carol Hammes Independent insurance agencies are often family businesses. Many current owners took over the agency from t...

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.