The following section is a varied and important one to a profitable independent agency. In it, you will learn the basis of the Sales Center concept and how Sales Centers have brought increased profitability, retention, and total-account sales into many agencies.

Many agencies establish a Sales Center with their existing personnel, or hire an additional administrative or customer service person to take over additional duties. Others find that the increased efficiency of a Sales Center allows them to expand their marketing efforts, and they hire an in-house or outside telemarketing staff to keep leads coming in to producers.

SLOW DOWN ENJOY LIFE TODAY! by Grace Bauer Were all going so fast these days that sometimes its scary. Where did the time go? How did we get into the situ...

Every state battles fraud and abuse of its Workers Comp system. An honest company that properly uses Workers Comp to protect its employees and keeps its premises safe might...

The purpose of a suspense system is to call an item to your attention that requires that action be quickly taken. Your suspense system must be regarded as a priority procedure in your office. The system must be accurate, infallible, and easy to use.

SYSTEM UTILIZATION WHAT'S YOUR RETURN ONINVESTMENT? by Tripp Leach Are you getting your money's worth? Yes, you know you're getting value from your Agency Management System (AMS)...

TECHNOLOGY AND THE AGENCY: A PRIMER by Ken Buehler Recently I met with an agency that had a state-of-the-art computer system. The system did everything, and then some! ACORD certificates, bind...

If you offer a policy review, your agency must be prepared to handle responses. The first 10 seconds of a phone call may be crucial in forming the caller's impression of your professionalism. Depending on the agency's system for routing incoming calls, we advise that Life calls be handled by Life staff. In emergency situations, enough information should be obtained on the first call to enable the Life producer to reach the caller again, even if communications are difficult; don't lose the caller!

TEN RULES OF E-BUSINESS by Patricia Berry Proven ways to target your end user without face-to-face contact. Relationships matter.The most important e-business soluti...

THE AGENCY DATABASE by Tripp Leach Are your computers a fundamental part of your agency or just desk ornaments? Do they provide you with a competitive edge or a convenient excuse? Do they ad...

'THE CONVERSATION': DOING IT RIGHT by Don Phin Should you let problem employees go - or grow? I cant tell you how many times clients have posed this scen...