Developing new business is an integral part of every insurance agent’s regimen. There are endless ways to go about looking for new business. Jack Fries explains why successful agents must know how to focus their efforts to engage in the most efficient methods possible.

DEVELOP JOB PERFORMANCE STANDARDS by Troy Campbell Successful companies have documented expectations of their associates' performance. They also have staff members who continually strive to do thei...

DISCOVER YOUR VALUE-ABILITY by Mitchell Axelrod 'What you see is what you get.' Flip Wilson Since he was 'involuntarily' retired at age 56, after one term as president, Jimmy Cart...

HOW DO YOU HANDLE CLIENT COMPLAINTS? by Bill Cates In this extended hard market, the chances of having a client complain to you have increased. Although I assume that you work hard to ...

HOW DOES YOUR STAFF LEARN BEST? by Monica Woldring Most people have found that they learn things easiest when using one learning method. For example, in order to learn how to use a computer...

In 1976, 12 insurance executives spent a day trying to pinpoint the reasons for their success. Their large insurance agency had doubled in size over the last three years. The company's employees had worked hard to achieve a high rate of referrals and were aggressive in their roles as producers. But what factors led to their astonishing success? How did they attract a client? And most of all, what made each client buy and renew year after year?

IF I WERE MARKETING MANAGER FOR A DAY by Janis Williamson, CPCU, CPIW The role of the marketing manager is quite different than it has ever been before because the marketplace is li...

You've made the decision to form a captive premium finance company. You've also chosen to run your operation either by outsourcing to a third-party vendor or using software to run the operation in house. Chances are that your lending arrangement and state licensing are also in place. You're now ready to get started and you want to book your first loan. Before you open your doors for business, take a moment to consider some important factors in this new frontier of insurance premium financing.

During recent months, I've been asked to do a number of workshops on team building. These principles cover the basics.

POST-EMPLOYMENT RELEASE OF EMPLOYMENT INFORMATION (FOR FORMER EMPLOYEES) I, , hereby authorize to release information to prospective employers regarding my employment with this com...