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MANAGING COMPANY RELATIONS by Carol Hammes In recent reports, I have addressed the changing nature of the relationship between the American agency companies and the independent a...
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FINDING MARKETS: THE SPECIALTY PROGRAM CONSULTANT by Andrew Barile While a reinsurance intermediary operates between the ceding insurance company and the reinsurance company market, the...
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MARKETING CLUSTERS - A MEANS OF GROWTH AND SURVIVAL by Jack Fries The benefits, drawbacks, and formation of a marketing cluster. Clustering has been around for ...
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ADVICE ON DEVELOPING A PRODUCER RECRUITMENT PROGRAM 'What advice would you offer an independent agency on a step-by-step basis, for deve...
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14 TIPS FOR SENDING EFFECTIVE PRESS RELEASES by John Hewitt Know whom to send it to, not just where. Find out who the editor or reporter is for the section you want your release to a...
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WHY SHOULD I PAY A CONSULTANT WHEN BUYING OR SELLING AN AGENCY? by Roger Thomas I often hear it said by agents that a consultant 'costs too much,' particularly when someone is anti...
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FINANCIAL STATEMENTS AS A MANAGEMENT TOOL by Douglas Moat Like most businesspersons, insurance agency owners and managers want to know how well they are doing and how much their business is wo...
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CONNECTIONS: 'DO UNTO OTHERS ...' by Jack Burke Happy employees make for happy customers. You've heard that before, along with 'Your employees will treat your customers the same way the...
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REFERRALS: THE SECRET TO CONSISTENTLY HIGH PROFITS AND RETENTION RATES by Lynn Thomas, JD Frankly, Im puzzled. Recently, I spoke at a conference where members who have known each o...
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E&O: MAINTAINING SUSPENSE SYSTEMS by Patricia Alexander Although suspense/follow-up is a big issue when it comes to E&O, there's very little in print about the importance of effectiv...