INSURANCE COMPANIES AND AGENCIES: THE PARTNERSHIP DREAM by Carol Hammes A proven way to develop a mutually beneficial relationship with your carriers. Most insurance companies have ...

According to an old axiom, keeping an existing customer is much more profitable than spending money going after new prospects. While that's generally valid in any business, it seems especially true in P/C agencies, particularly when management recognizes dozens of related financial services that can flow through a P/C book of business.

NEW PRODUCER RECRUITING: A GROWING CONCERN FOR AGENCIES by Suzy Hammett The more effective your producer recruitment program, the healthier your bottom line. As an agency expands, it...

ONE SOURCE WAREHOUSE STOCKS ONLY DRUG-FREE EMPLOYEES WORKING PARTNERS One Source Warehouse is a wholesale auto parts company in Houston, Texas, owned and operated by the Albee family. The Albees...

PERSONAL PLANNING FOR SUCCESS by Mary Beth Bolen Here's a short quiz. Answer True or False: 1. Success is only for the educated or favored; it is discriminatory. 2. Success doesn't...

Do customers really want more personal service? The answer may seem obvious, but is it? It's true that there are plenty of complaints-many of them justified-about shopping in stores where sales and service personnel are in short supply and the workers lack training, courtesy, and a desire to be helpful. But is all this a plea for bringing back old-fashioned personal service? It may seem so, but what's actually happening is quite different and far more significant.

Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy Schwantz has created a comprehensive series of 43 Producer Success Lessons. Used singly or in combination, these powerful tools can help your producers build their skills &- and grow their sales.

REACHING OUT TO SELL SOMEONE by Monica Langley If you think telemarketing is only a bunch of people yakking on the telephone, think again. It lets agents prospect for business from Rapid Ci...

SKILL SETS FOR A SUCCESSFUL RISK MANAGEMENT CAREER by Ben Schull What does it take to have a long and successful risk management career? Pamela Rogers, director of risk management for Sears, Roe...

It's a world in which insurance is converging with financial services, virtual companies are challenging traditional suppliers for market space, and agencies and brokerages are feeling the competition from new distribution channels.