SELLING YOUR AGENCY: 'C' CORPORATIONS by Larry Morrison, CMA, CLU, ChFC and Gary Jacobson, JD How to slash the tax bill from selling your agency. INTRODUCTION In our...

In a recent edition of The National Underwriter, Editor Sam Friedman recommended that risk managers begin to explore the capabilities of sophisticated regional and local brokerages. This recommendation was based on recent broker megamergers and the growing lack of choice available to buyers.

For an independent agency or brokerage to take advantage of this opportunity, it should adopt the consultative brokerage style. In particular, its managers must learn the techniques that these sophisticated buyers have come to expect. The stewardship report and the executive summary are two techniques that firms must master to be successful in large accounts.

TARGET CORPORATIONS Dear (Customer Name): What do IBM and Exxon-Mobil Corporation have in common? An organized risk management team to show them the best ways to protect their assets. Professional ...

Even though marketing is a well-established concept in business, committing...

In this document, Jack Fries excerpts questions from the Sales Success Profile, a sales skill test developed by Lousig-Nont and Associates (Las Vegas). The Sales Success Profile is the only sales test on the market based on assessing actual selling skills, not personality.

Check out these proven ways to attract visitors to your site, keep them there, and get them to return.
Turn your agency Web site into a powerful marketing tool by making it easy to find and offering users value-added services and products. These techniques can help you do the job:

TO BOOST PROFITS, CUT AGENCY EXPENSES: PART I by Jack Fries and Gary Holgate For your agency to survive, and thrive, youll need to implement effective expense con...

TRAINING FOR SUCCESS by Joel Linchitz It never ceases to amaze me. Companies will invest considerable sums of money in a state-of-the-art telemarketing operation, spend the time and...

TRANSITION FROM THE P/C TO THE LIFE SALE: MODULE IV-C In the P/C agency, you will often find yourself with the opportunity to approach both the P/C and the Life sale at the same time wit...