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WINDOWS OF OPPORTUNITY: AGENTS ARE FINDING NICHE MARKETS A WAY TO OVERCOME MARKET RESTRICTIONS by Damond Benningfield Competing for prospective clients costs money, with high advertising and m...
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A JOINT VENTURE IN A SMALL TOWN by Ron Rensink The heated debate over bank activity in the insurance business has focused primarily on happenings in major metropolitan areas, where huge blocks of bu...
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INTELLIGENCE AND MARKETING by Al Diamond 'Some agents wouldn't dig for gold even if you guaranteed them a strike!' Does any insurance agent truly believe that there is LESS Personal or Comm...
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DOES YOUR WEB SITE HAVE PEOPLE SAYING lsquo;WOW!? by Maribeth Kusmeski These seven questions can help you evaluate the WOW! factor on your Web site: Does your sit...
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'THE CONVERSATION': DOING IT RIGHT by Don Phin Should you let problem employees go - or grow? I cant tell you how many times clients have posed this scen...
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PERPETUATION PLANNING: WHY? HOW? by Al Diamond Make perpetuation planning a normal part of managing your agency. Perpetuation planning. What a morbid thought! It means youre going...
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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.
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THE PERFECT EMPLOYEE: PERFECT OR NOT? by Grace Bauer I just finished talking to a customer about one of his staff members. 'He's a perfect employee,' the customer said. 'He's ki...
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DIRECT CUSTOMER COMMUNICATIONS: WINNING STRATEGIES AND LOST OPPORTUNITIES by Richard Barry Ever feel like youre talking to a brick wall because no matter what you try, you just can...
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COMPENSATING PRODUCERS by Harry Brooks, CPCU, CLU There probably is no subject in the field of insurance agency management that is discussed as frequently, but on which there are su...