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CLUSTER TIPS by Chris Burand Cluster contracts among individual agencies or groups of agencies (not necessarily the major cluster-type agency organizations) are almost alw...
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STEP-BY-STEP PROCEDURES MANUALS INCREASE REVENUE by Grace Bauer Does your agency follow specific steps for training employees to execute its procedures? Has your agency reviewed its procedur...
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MANAGE-ABILITY: MANAGE YOUR ACTIVITIES AND MAXIMIZE YOUR TIME EFFECTIVENESS by Mitchell Axelrod 'People who would never think of committing suicide think nothing of dribbling life awa...
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PERPETUATION: IS YOUR AGENCY PREPARED? by Grace Bauer ...
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UPDATE ON AGENCY VALUATION By Carol Hammes We have lost count of the number of telephone calls that we have received recently asking us what the going rate is for the sale of an insurance agency. ...
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WHAT MAKES YOU SPECIAL? by Pegi Flahault 'So, tell me a little about yourself.' Remember how important an intelligent and succinct response to that question was when you were out job ...
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GROWTH VS. PROFITABLE GROWTH by Chris Burand Revenue growth for its own sake doesnt make sense. In an industry that prizes sales, its no wonder that so many sales p...
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AGENCY MANAGEMENT: SEVEN BIG STRATEGIES by Pamela A. Millard and Diane M. Herbert Plan your agency around these seven key strategies, and the ups and downs of the market will be just an in...
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How Healthy Are Your Agency's Finances? by Tom Doran To keep your agency finances sound, balance revenue generated (production) with benefits paid. In 1950, there were 16.5 workers pa...
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TCOR: YOUR SECRET WEAPON by Rob Ekern Use the Total Cost of Risk approach to get and keep quality business. To get the most out of the concept of the Total Cost of Risk ...