A sample merger agreement between two insurance agencies.

In this document, Jack Fries excerpts questions from the Sales Success Profile, a sales skill test developed by Lousig-Nont and Associates (Las Vegas). The Sales Success Profile is the only sales test on the market based on assessing actual selling skills, not personality.

Most agencies plan, measure and record the sale of new business, but very few take the time to really control the loss of business to the agency. It is the opinion of our firm that no agency really profits if business keeps coming in the front door and going out the back.

Have you ever heard the line, "talk is cheap"? Many insurance carriers, agencies, wholesalers, and vendors are finding ways to cut costs. In this document, Jeff Neilson helps you determine whether your organization is paying too much for telecom services.

A recent article in a national training magazine used "insurance" as an example of a commodity sale. Do you agree with that? Is insurance a commodity? Do you sell it that way? Should it be sold that way? How do your insureds and prospects view it? In this article, the IIABA Faculty explores some of these issues.

I think of management as a puzzle: Put the pieces together in the right order, and you have a beautiful picture ? jumble them, and you have a pile of pasteboard. In this document, Mike Manes offers guidelines that will help you assemble a masterpiece.

Although salespeople (and sales managers) might blame slow sales on the economy or the lack of company marketing, the truth is that everyone can be smarter and more productive. In this article, John Graham focuses on how salespeople — and everyone else in business — can become more productive. Graham challenges us to take a hard look at we do and, more importantly, what we’ve become accustomed to doing.

First, I'll give you the bases to cover and then I'll give you a sample conversation (script) to show you how you can touch on all the bases. Don't worry too much about the words I use. If you like a turn of phrase, then, by all means, use it while also making this approach genuine by using your own words.

Confusion over agency bill vs. direct bill options has caused an E&O claim or two. Curtis Pearsall illustrates the consequences of this confusion with an example.

The purpose of a suspense system is to call an item to your attention that requires that action be quickly taken. Your suspense system must be regarded as a priority procedure in your office. The system must be accurate, infallible, and easy to use.