This content has not been rated yet.
THE ELEPHANT HUNTERby Al Diamond Before you acquire an agency, make sure you acquire agency experience. I was recently contacted by a smart young agent who had come into the bus...
This content has not been rated yet.
A shooting. A car crash. A fire. We read of disasters all the time, but most of us are lucky enough to go through...
This content has not been rated yet.
YOUNG AGENTS: A NEW BUSINESS MODEL FOR A NEW GENERATION by Elaine Tolen When Amy Bryan opened Bryan Insurance Agency (New Windsor, NY), in 2004 at the age of 22, she had no clients, no carrier...
This content has not been rated yet.
MARKETING IS A BATTLE OF PERCEPTION - HAVE YOU LOST? by Chris Burand An agent asked me the other day how h...
This content has not been rated yet.
MANAGING SMALL ACCOUNTS by Carol Hammes Most independent insurance agencies consistently receive between 15% and 25% of their total revenues from their 10 largest accounts. If you think that your ...
This content has not been rated yet.
KEY ELEMENTS OF AN EFFECTIVE WORKERS COMPENSATION CLAIM AUDIT by George Kingston During a recent review of a large corporation's insured Workers Compensation program, we interviewed the insurance b...
This content has not been rated yet.
To embrace — and benefit from — change, follow these guidelines.
Unrelenting and increasingly rapid change demands that the insurance industry rapidly uncover new ways to evaluate and respond to its marketplace.
I’ve worked with many highly successful insurance companies and agencies, helping them achieve higher levels of profitability through more sales, customer and employee loyalty, and retention. However, in many of these organizations, management remained blind to the dire need to change, despite its apparent desire to achieve higher profits. Managers can’t see the compelling need to change from the ways that allowed the organization to be successful in the first place.
This content has not been rated yet.
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 content has not been rated yet.
Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy Schwantz has created a comprehensive series of 43 Producer Success Lessons. Used singly or in combination, these powerful tools can help your producers build their skills - and grow their sales.
This content has not been rated yet.
TRUST YOUR EMPLOYEES AND INCREASE REVENUE! by Grace Bauer Are you still trying to find more time to sell? Every agency principal asks the same question: 'When am I going to have more time ...