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ANALYZING EMPLOYEE BENEFIT LEVELS by John Jaques Many agency managers spend a great deal of time reviewing and setting staff and producer compensation levels, but often underst...
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SEVEN REALLY BIG ONES: TAX SECRETS THE IRS DOESN'T WANT YOU TO KNOW ABOUT AGENCY PERPETUATION by Gary Jacobson and Larry Morrison These secrets are the really big ones. Much bigger...
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COMPREHENSIVE COVERAGE Dear (Customer Name): WHAT HAVE YOU GOT TO LOSE? Perhaps a lot, if you're relying on an insurance program that's outdated. There comes a time w...
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THE REALITIES OF DIRECT MAIL by Richard Barry 'I'm looking for cheap direct mail that works! Any ideas?' This is a legitimate question and worthy of discussion...
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THREE STEPS TO SUCCESSFUL BRANDING by Larry Acord Independent agents often ask, Don't I have to be a large agency t...
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Every year sometime after Thanksgiving, my clothes shrink. My newest suit coat no longer buttons, and the pleats of the pants pull tight. This is confusing, because in my mind’s eye, I’m still the lean, mean, fighting machine who completed Army basic training in 1971. The truth is that my clothes are the same size, but the body the fabric must cover has grown and reshaped.
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This four-part article offers a step-by-step, comprehensive plan for growing your agency’s business.
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SELF-PROMOTION NO ONE ELSE WILL DO IT FOR YOU by Lisbeth Wiley Chapman Producers can make certain that the right people see them, hear about them, read about them, and buy their products or ser...
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Michael Treacy and Fred Wiersma's book, The Discipline of Market Leaders, presents a compelling explanation of why some companies continually outperform their competitors. Their thesis rests on this premise: If a company is going to achieve and sustain dominance, it must first decide where it will stake its claim in the marketplace and what kind of value it offers customers.
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TRAIN YOUR STAFF TO HANDLE PROBLEMS by Bill Cates Tell me if you agree with this statement; A relationship that has had a problem - that has been handled well - is a stro...