In decades past, specialty insurance programs were often fraught with folly. Today, underwriters know that a combination of inexperienced underwriting with an ineffective national sales organization can kill almost any program. How do you create or participate in one with a significant life span? Thomas Gillingham’s document should answer all of your questions.

FOCUSING ON TARGET MARKETS by Al Diamond 'Target marketing' became the buzz phrase of the '90s, yet successful agents were targeting markets for years before. Why? Because it work...