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CHANGING ENVIRONMENT MAKES HIGH VALUED AGENCIES EASIER TO RECOGNIZE by Robert Smith Stories are starting to circulate around agency/brokerage meetings, 'Did you hear what the ABC or XYZ Age...
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BEST PRACTICES FOR AGENCY MANAGERS: LOOK BEYOND THE NUMBERS by Robert C. Smith Taking the financial and operational performance results of the Best Practices Study and building manag...
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AGENCY SURVIVOR: OUT-SELL, OUT-MARKET, OUT-COMPETE! by Robert C. Smith Make sure that your agency doesnt get voted off the island. Mor...
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TWO WAYS TO BOOST COMMISSIONS by Gil Simonds Account size and quality can adversely affect the value of an agencys or producers book, due to a combination of lower revenues,...
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REFERRALS: LETS TALK lsquo;BOOK VALUE by Gil Simonds In the last article, after talking about how to avoid getting referrals that were less than desirable, I noted that...
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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...