AGENCY PERPETUATION: AGENTS MUST GO BACK TO THE DRAWING BOARD by Brian Burke I would venture to say that 80% of the agencies represented by the readers of this column could reall...

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.

FROM ESTATE TAX TRAP TO TAX VICTORY by Irving Blackman You hear it all the time: 'Tax law is too complicated.' Well, it is. My job is usually to explain complex tax law in understandable langu...

IS AN ESOP FOR YOU? by Angela Bemiss Don't Sweat the Small Stuff . . . and It's All Small Stuff is an enjoyable little book that has spent a long time on the New York Times...

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.

STUFF EMPLOYEES NEED TO KNOW by Mitch Axelrod A recent article from a scholastic business journal, entitled something like the Three Things Your Employees: Need to Know, imp...

SWEAT THE SMALL STUFF: SUCCEEDING BY SERVING THE CUSTOMER by Jack Burke The top-selling book Don't Sweat The Small Stuff gave me pause to think. Many businesses today aren't sweating the...