PERSONAL INSURANCE CANCELLATION PROCEDURE There are three goals to the cancellation procedures. They are as follows: Determine the cause so that the agency can prevent future erosi...

DO ADVERTISING AND MARKETING WORK? by Al Diamond It never ceases to amaze me. Even though the Independent Agency System is totally sales driven, too many agents do an abysmal job in ma...

WALKING THE TALK: WHEN AN AGENCYS SERVICE STANDARDS FAIL by Al Diamond Every agent with whom we speak tells us that their primary product is service. The agency provides such a high leve...

STATUTORY EMPLOYERS, SPECIAL EMPLOYERS, AND WORKERS' COMPENSATION by Marvin Sahl, CLU The long-standing controversy about independent contractor status continues. More and more employers are ...

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...

Agents who’ve experienced a hard market know that claims are often scrutinized much more closely than they are in a soft market. Unfortunately, circumstances sometimes lead to the denial of claims that are covered regardless of market conditions. This document by the Virtual University faculty provides an example of what you might see more of in the months to come.

CSR SELF-ANALYSIS AND CAREER GROWTH by Mary Beth Bolen How CSRs can help themselves and their agencies grow. In the past, most people spent their entire work lives in one or...

UNDERSTANDING CLIENTS by Steve Anderson Have you ever wondered what makes people 'tick'? Why people do the things they do? And why you, yourself, act and react the way you do? You'...

HOW TO FIND GOOD QUALIFIED PROSPECTS by Stephen Anderson One of the key ingredients for a successful marketing program ...

In the last decade, you may have heard the term 'program manager' or 'program administrator' being used frequently. They're often used interchangeably. This article will use 'program administrators,' or 'PAs.'