AGENCY VALUATION WITH A LOSS OF MARKET by the IAABA Virtual Faculty Two things are going on in the insurance marketplace. First, agencies are continuing to be bought and sold. Second,...

AGENCY VALUATION: WHAT YOU NEED TO KNOW by Larry Morrison Before putting a value on your agency, read this article. INTRODUCTION Every agency owner must learn certain basics abou...

ALTERNATIVE RISK FINANCING: SIZE DOESNT MATTER Most medium-sized and smaller companies protect themselves against their property and liability exposures by purchasing Commercial insuranc...

Help your top producers grow your agency & and their income!

Many of our clients find themselves the recipients of a decidedly mixed blessing. On one hand, they are successful because they employ many of the top producers in their community. On the other hand, since many of the community's top prospects already work in their agency, there's not much sales talent left to hire. They're ready, willing, and able to invest in future growth, but don't know quite how. If only they could find a way to replicate their top producers, their agency's market share would balloon.

AUTO DEALERS - 'WE UNDERSTAND YOUR BUSINESS' NO ONE KNOWS YOUR BUSINESS BETTER THAN YOU Dear (Customer Name): Every business is special. In the auto dealer business, you have your own t...

BANKS AND INSURANCE: WHAT TO TELL A BANK PROSPECT by Fred Dent It never hurts to be prepared, particularl...

BASIC FACTS ABOUT REGISTERING A TRADEMARK Part 3 of 5 FILING REQUIREMENTS Before completing an application, read the instructions carefully and study the examples provided. Er...

BOTTOM-UP PLANNING by Ted Silver When an agency understands what individual agency employees want to accomplish from a production standpoint in terms of new and renewal business as ...

BUILD CUSTOMER CONFIDENCE AND LOYALTY FOR THE LONG TERM by Mary Beth Bolen Historically, it's been fairly easy to write and renew coverage on an account for one to three years, after which th...

Closing a sale getting your prospect to say “yes” can sometimes be as easy as asking for it. Once you’ve laid the groundwork by qualifying your prospect, uncovering their needs, and showing how your product or service satisfy those needs, it’s time to ask for the order. Here are five tips to make this procedure simple and successful.