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ENHANCE BUSINESS IN DIFFICULT TIMES: MANAGE FINANCES by Brian Burke, ASA Successful agencies act in seven areas to enhance business during difficult economic times: marketing, prosp...
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SECURE A COMPANY APPOINTMENT, PART I: ANALYZE THE NEED by Jack Fries This two-part article focuses on how to get the companies and markets your agency needs. Securing a com...
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HOW DO YOU HANDLE CLIENT COMPLAINTS? by Bill Cates In this extended hard market, the chances of having a client complain to you have increased. Although I assume that you work hard to ...
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CHANGING AGENCY-COMPANY RELATIONS by Bobby Reagan On January 26-27, 1998, Reagan & Associates and the Independent Insurance Agents of America (IIAA) sponsore...
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To cross-sell effectively, you’ll need to define the “competitive advantage” that shows the client why buying from you will benefit them. Take these four steps to cross-sell your clients by showing them that you can meet their needs more effectively than their incumbent agent.
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COMMERCIAL 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 ero...
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LEGAL OUTLINE FOR CALIFORNIA INSURANCE AGENCIES CHAPTER TWO CONTRACTS 2.1 Contracts every agency should consider. An insurance production agency is a creature of contracts. It...
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HOW TO LOSE MARKET SHARE TO THE COMPETITION by Jack Burke This is intended to be a wake-up call for some insurance companies and all independent insurance agencies. The world of business ...
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WHEN YOUR CUSTOMERS COME CALLING: DON'T UNDERVALUE YOUR RECEPTIONIST by Judi Newman More...
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Complacency or self-deceit can undo much good, and it can kill potential.
Too often I speak to P/C agency principals who say that they're doing just fine, thank you, in Life production. They have no complaints, there's production, so why look any further or make changes?