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HARD MARKET STRATEGIES by G. Edward Kalbaugh During this hard market, some agencies have been forced to sell, merge, or reduce operations considerably. Other agencies are making the most ...
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CUSTOMER SERVICE AS PROFIT CENTER by G. Edward Kalbaugh In a service business, customer relationships fuel the engine of sales. This tenet is especially important for insurance agents, whose...
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CUSTOMER SERVICE REPORT CARDS by Dave Kahle Although almost every agency claims to give better service than their competition nobody seems to be able to define 'better service.' And since ...
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CRACKING THE EGG: DEALING WITH DIFFICULT CUSTOMERS by Dave Kahle Its easy to work with people you like, and its even easier to work with people who like you. But thats n...
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DEALING WITH THE PRODUCER WHO'S LEVELED OFF by Dave Kahle If a producers performance is lagging, heres how to turn the situation around. Every manager has, or will, c...
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PRODUCER GROUPS: ARE THEY RIGHT FOR BANKS? by Valerie Jordan Are producer groups an effective way for banks to build their insurance sales? Although Valerie Jordan has written this art...
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CLUSTERS - ARE THEY RIGHT FOR YOU? by Val Jordan As an independent agent, you know that it's becoming increasingly difficult to find products and services. Carriers have incr...
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SMALL BUSINESS: THE NEXT BIG THING FOR BANKS by Valerie Jordan Bank insurance programs, created with various degrees of complexity, are currently experiencing high activity d...
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REACH OUT AND SELL SOMEONE by Gregory Jordahl Think of your telephone book as a roster of almost every potential prospect in town. Flip to the white pages and pick a name. You may h...
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HOW TO RECOGNIZE AND PREVENT FRAUD OR EMBEZZLEMENT by Alison Jones and Steve Flowers Many articles have been written about increasing an agency's income by instituting a formal planning proce...