Deadlock is to dealmakers what cliffhangers are to TV couch potatoes — frustrating yet compelling, as the impasse challenges each side’s negotiating maturity, skill, and acumen. This document by Patricia Berry offers 10 key methods for jump-starting a stalled exchange.

Before you buy an agency, check out these tips. If you're planning to purchase an agency, these guidelines are essential...

A BRIGHT FUTURE FOR SMALL AGENCIES by Chris Burand Independent agencies, even small ones, definitely have a bright future. Offer better service related to a specific product or offe...

Sometimes we make things so complicated. Performance management provides an excellent one example. In the old days, we gave...

This article should challenge your thinking and management style and create new opportunities for you to build more Personal Lines sales. To improve your sales, your staff must change how they see themselves, develop their own reasons for doing what you want them to do, establish strategies to use the skills they already have, and adopt new ways of communicating.

ACCIDENT/SICKNESS Dear (Customer Name): 'ME? I NEVER GET SICK!' How many times have you heard - or said - this? Probably more than you can count. However, you can get sick or have an a...

AGENCY MANAGEMENT 202 by Carol Hammes Often, its not money that motivates people as much as it is the environment. Few people will leave a job for additional compensation unless other...

AGENCY MANAGEMENT: THE GREAT COMPROMISE by Chris Burand Chris Burand defines the great compromise as working smarter, rather than harder. Of course, 12 hours of working smarter is alwa...

AGENCY PERPETUATION: AGENTS MUST GO BACK TO THE DRAWING BOARD by Brian Burke I would venture to say that 80% of the agencies represented by the readers of this column could reall...

AGENCY RATING FORM On a scale of 1 to 10, with 10 being the highest possible score, how would you rate [Agency Name] on the following items? ...