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? ...

DOES YOUR PREPARATION EXCEED YOUR PRESENTATION? by Preston Diamond Do you compare your presentations to a startup funding request for venture capital? How much money did you ask fo...

IF I WERE A MARKETING MANAGER FOR A DAY by Delbert Hawkins Once upon a time, a marketing representative was an ex-underwriter who went into the field because he or she was too youn...

LETS TAKE A REST! by Grace Bauer I dont know about you, but lately the world has been on my shoulders. There is just too much to do and the world doesnt stop. ...

MERGERS: WHAT TO CONSIDER by Charles S. Watson, CPCU, CLU Last fall when we wrote the article about strategies for the '90s, we predicted that there would be an increase in merger activity al...

PERPETUATION: IS YOUR AGENCY PREPARED? by Grace Bauer ...

SCHEDULING INTERNAL COMMUNICATIONS by Jack Burke It's 5 p.m. Your 'to do' list looks almost as long as it did this morning. There's a 7 a.m. meeting in the morning and your spouse jus...

With summer approaching, the lull in autumn's new business results can't be far behind. September, October, and November are the weakest months for revenue and sales for a majority of agencies. Theories abound as to the reason, but probably it's because too many producers take the summer off from new account prospecting, or they spend their time continuing to round existing accounts. Sunshine, golf courses, and family take priority, and little new business is set up to be written in the fall.

TOP 10 NEW YEAR'S RESOLUTIONS FOR AGENCY PLANNING by John Jaques Use these planning guidelines to grow sales and earnings. In case you didnt create a New Years resolution lis...

TRUST YOUR EMPLOYEES AND INCREASE REVENUE! by Grace Bauer Are you still trying to find more time to sell? Every agency principal asks the same question: 'When am I going to have more time ...