In 1976, 12 insurance executives spent a day trying to pinpoint the reasons for their success. Their large insurance agency had doubled in size over the last three years. The company's employees had worked hard to achieve a high rate of referrals and were aggressive in their roles as producers. But what factors led to their astonishing success? How did they attract a client? And most of all, what made each client buy and renew year after year?

HOW TO KEEP YOUR SALES FROM RUNNING OUT OF GAS by John Graham Most of us have figured out that its smart to have a least a few gallons of gas in the tank at all times. Its n...

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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...

INSURANCE DISTRIBUTION TRENDS AND THE EFFECTS OF CHANGE It's remarkable that the insurance industry has experienced only evolutionary - not revolutionary - change in its structure, processes, s...

IS IT TIME FOR A CHANGE? by Karen Flaherty Everyone would like to change something about themselves. Successful people take an active role to accomplish the desired change, while others simply w...

IS THIS STILL YOUR FATHER'S AGENCY? by Pegi Flahault To paraphrase an automobile advertising slogan: Is this still your father's agency? Are you trying to run the agency the same way it was ru...

JOB DESCRIPTION : AUTOMATION SPECIALIST Position: Automation Specialist Salary Grade: XII Department: Admin/Acct Objective: Under the direction of the Administrative/Accounti...

MARKETING ANALYSIS-BY A DREAMER by Michael Manes I'm a dreamer-I think in concepts and gag on concrete details. I see every problem as an opportunity. I'm bored with today...

MARKETING: OPENING NEW TERRITORIES by Al Diamond Al Diamond focuses on planning methods that will help you move your business forward. Agents who havent yet formalized their p...