Most agencies are automated, some even using their second or third generation of automation. Many agencies load their policy data into the system, interface with their carriers and rarely access their paper files. Few agencies, however, are taking advantage of a well-managed client database. Gathering meaningful data that you can regularly manipulate is the key to successful database management.

Jack Fries looks into the differences between agencies that sell and retain a lot of business and those that don't. This applies to not only the sales people, but to the CSRs, who have the responsibility of account development.

An effective marketing program will benefit you, your carriers, and your clients.

Unless you meet your customer’s needs, there’s no room for an insurer — let alone your agency. If the company doesn’t make money, the entire system falters.

ONLINE INVOICES GET PAID TWICE AS FAST by Steve Anderson Web-based invoices that give recipients the option to pay online result in payments being made twice as fast as those that don...

ORGANIZING TO SUPPORT THE SALES EFFORT by Carol Hammes At some point, it becomes essential to step back from the situation and evaluate whether the organizational structure and job descr...

IMMS Consultant Mike Manes strives to facilitate change, communication, learning, and positive results. To that end, Manes has written this powerful, substantial document. The IMMS Management Center will post it in three installments. Used singly or in combination, these documents will help you build your skills and achieve your goals.

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.

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.

RISK MANAGEMENT: KEEP SAFETY IN THE FOREFRONT Once your employees have gone through safety training, make sure that they use what theyve learned to make their jobs safer. When every work...

RISK MANAGEMENT: MAXIMIZE GOOD AND MINIMIZE BAD by Mike Manes Risk management provides a powerful tool for serving your clients and growing your bottom line. Every per...