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CROSS-SELLING: ARE YOU MAXIMIZING YOUR INCOME POTENTIAL? by Harlan Warthen Too many agencies are missing out on this key marketing opportunity. The income potential from cross-...
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THE TOP 10 RULES WHEN SELLING YOUR AGENCY by Charles Watson Following these 10 Commandments can save you time, money - and hassles. If you'...
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MERGERS: WHAT TO CONSIDER by Charles S. Watson, CPCU, CLU Last fall when we wrote the article about strategies for the '90s, we predicted that there would be an increase in merger activity al...
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LIFE INSURANCE: AN AGENTS TUTORIAL by Richard Weber Compared with Homeowners or Auto, clients tend to have different expectations when it comes to their Life insurance. Will you ...
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REPLACING AN OLD POLICY WITH A NEW ONE PART 2 by Richard Weber The Board of Directors of the American Society of CLU & ChFC has just approved a new educational product, the Rep...
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TO FEE OR NOT TO FEE? by Richard Weber For the deliverer of services and products, the issue isnt fees. Its about how theyre paid for the services they perform ...
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USING OPERATING RATIOS AS A MANAGEMENT TOOL TO INCREASE AGENCY VALUE by Robert Westin The days of determining value solely by applying an assumed multiple to gross commissi...
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THE SEVEN MOST DEADLY SINS COMMITTED BY AGENCY MANAGERS by Robert Westin This article has nothing to do with morals. I'm not in the business of saving souls but of helping others ...
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SOCIAL MEDIA-IT AIN'T GOIN' AWAY by Tom Wetzel Social media. For many insurance companies and producers, the term conjures confusion and skepticism. For a smaller but growing group, social m...
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With all their limitations, warts, and crazy ideas, marketers can play a critical role in the success of your business. Unfortunately, they’re often overruled by management and, more often than not, by the sales department.