AGENCY TECHNOLOGY: SEVEN STRATEGIES FOR SUCCESSFUL WEBSITE DESIGN by Ted Baker How can you use your website most effectively to grow your agency and increase revenue? One things fo...

PROJECT-DRIVEN BENCHMARKING by Al Diamond Objectives define the annual goals of a company, but over the course of a year the process can become routine and t...

AGENCY VALUATION: WHAT YOU NEED TO KNOW by Larry Morrison Before putting a value on your agency, read this article. INTRODUCTION Every agency owner must learn certain basics abou...

To serve your clients more effectively, grow your business, and match your competitors, you need the most effective website. Whether you’re planning a new site, reviewing an existing one, or developing an Internet-based marketing strategy, I’d recommend these guidelines:

AGENCY VALUATION WITH A LOSS OF MARKET by the IAABA Virtual Faculty Two things are going on in the insurance marketplace. First, agencies are continuing to be bought and sold. Second,...

AGENTS AND CLIENTS: CLOSING THE GAP by Emily Huling Agents and clients have different priorities. A recent Independent Insurance Agents of America study revealed that 59% of Personal Line...

PERSONALITY TYPES: THE HIGH-S PROFILE by Steve Anderson The high-steadiness (high-S) person is generally amiable, easy-going, and relaxed. Steady people may be perceived as low-key, undem...

One of the toughest financial decisions agency owners face is how much to pay themselves. It's especially tricky for agencies with multiple principals, because it's rare that all owners make identical contributions to the organization. Deciding what's equitable compensation for each individual may cause unnecessary conflict.

CONSIDER A TWO-TIERED PRODUCER COMPENSATION SYSTEM by Chris Burand Is your producer compensation method outdated? Is it possible that theres a bettter way? This document by Chris ...

Here's a letter I received recently:
Dear Dave:
I work for a $3.5 million P/C agency with about 60% Commercial and 40% Personal in premium volume. One in-house Life producer handles Commercial and Personal lines, sometimes with outside help. But she doesn't write any Disability policies at all; she considers Disability insurance a specialty that she doesn't want to sell. Should I try to talk her into it, pressure her into it, or just let it go? I don't want to add another full-time Life agent unless he/she would become profitable early on; it took two years for my present Life agent to reach profitability. What are my alternatives?