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A FINAL REASON TO lsquo;GUIDE FOR COMMERCIAL LINES REFERRALS by Gil Simonds In the previous article, I promised to provide one last reason to guide for referrals...
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DO YOU lsquo;THROW AWAY TOO MANY REFERRALS? by Gil Simonds How about this story? Has this ever happened to you? A producer I was working with was ecstatic one hot summe...
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TOOLS FOR COMMERCIAL RENEWAL HANDLING by Gil Simonds Commercial P/C agencies have been using a variety of renewal checklists for years. The checklist shown in conjunction with this articl...
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BOTTOM-UP PLANNING by Ted Silver When an agency understands what individual agency employees want to accomplish from a production standpoint in terms of new and renewal business as ...
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THE 'MOTHER-CHILD' COMMERCIAL LINES SALE by Alan L. Shulman, CPCU When you attempt to sell Commercial Lines, you can project yourself as either a generalist or a specialist. In virtually a...
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CREATIVE DIRECT MAIL by Alan L. Shulman, CPCU Use your agency management system to create effective direct mail marketing packages. Its a virtual certainty that youve us...
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FINDING NEW TALENT STARTS WITH SMART HIRING PRACTICES by Mark Shlien Although the recession has resulted in layoffs, many insurance agencies are still hiring. However, changing job requir...
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GOOD COMPENSATION PLANS ATTRACT GOOD PEOPLE by Mark Shlien Many agencies have had to change their approach to compensation during the recession. Faced with declining revenues and profits,...
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PRODUCER RECRUITMENT: FACING THE CHALLENGE by Mark Shlien Todays industry climate presents a challenge for most owners who want to see their agencies continue as independent entiti...
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BROCHURES: TELL IT TO THE PRESIDENTby Patricia Sheppard You've got to hand it to David Collins of Collins Insurance, Longmeadow, MA. His brochure demonstrates imagin...