'Why don't all Property Casualty agencies receive at least 20% of their commission income from Life, Health, and employee benefits?' This article will show you why this potential revenue source remains untapped by so many firms, and what to do about it.

It's much easier to assess the financial strength of a carrier in the world of Property and Casualty insurance than in the world of Health insurance. Several organizations have standard rating systems to assess a P/C carrier's strength and financial performance. A broker can quickly compare the financial viability of various P/C carriers using an assigned rating. Brokers usually don't even bother to look at an unrated carrier.

In a complex and fluid business environment, this planning outline can help move your agency in the right direction.

“I’m farming as hard as I can but I know I’m not farming as smart as I can.”

GETTING A COMPANY APPOINTMENT: PART 1 by David Stambaugh This first article in a two-part series shows how to get a company appointment that can benefit you, your clients, and your carr...

This second article in a two-part series shows how to get a company appointment that can benefit you, your clients, and your carrier.

BEGIN THE SEARCH FOR A NEW CARRIER

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.

'Call it whatever you like-re-engineering, restructuring, transformation, flattening, downsizing, rightsizing, a quest for global competitiveness- it's real, it's radical, and it's arriving every day at a company near you.' (Fortune April 5, 1993)

In an increasingly complex and fluid business environment the need for proper planning is greater than ever. Where do you begin? David Stambaugh provides an outline to move your agency in the right direction.

Use these guidelines to supplement the IMMS.com Inside Track Webinar “Create a Learning Organization and Continually Improve Your Business.”

Salespeople, like athletes, need planning, practice, and coaching to compete — and win!