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USING OPERATING RATIOS AS A MANAGEMENT TOOL TO INCREASE AGENCY VALUE by Robert Westin The days of determining value solely by applying an assumed multiple to gross commissi...
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REFERRALS: GO FROM A 'ME' TO A 'WE' PROCESS by Bill Cates For many years, the referral process has been taught as a...
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Today, an insurance professional must be an information specialist. Access to information can be vital in all specialized areas of insurance. Every agency has numerous books, both those published professionally and those published as company manuals and promotional materials, which are reference tools enabling more effective decisions. But where are the materials when you need them? Ideally, in a library using a database program and an efficient cataloging system.
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PERPETUATION: ITS NOT JUST A MONEY THING by Chris Burand When agency owners think of perpetuation planning, they often think only of the financial aspect: Selling their agencies. I...
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COMPUTER COMFORT FOR CSRs by Mary Beth Bolen As we all know by now, ergonomics is essential for people who work at a computer all day. CSRs can maintain sanity and prevent injury by guarding aga...
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No matter how hard you try, customers will find fault with you or your staff. How you handle those complaints will determine your account retention and customer satisfaction rate. Here are three key guidelines to help the cause.
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HIPAA AND GROUP HEALTH BENEFIT PLANS by Judi Newman Beginning April 14, 2003, the Health Insurance Portability & Accountability Act (HIPAA) will require many employers, most health ...
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We've all heard that the essence of marketing is to find a need and fill it. Well, unless you have deep pockets or know exactly what the world needs, your marketing efforts will yield a better response if you follow this formula instead: Find a want and fill it.
Most of us have enough food, shelter, clothing, and transportation-we don't need much more. But we want more. We need food, but we want fast foods, diet foods, or gourmet foods. Most of us don't need a 2 1/2-bath home or expensive designer clothes, but we want them. We may need a car, but we want a Lexus or a BMW.
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GROWTH-LOADED PRODUCER COMPENSATION by Al Diamond Use this plan to give your producers an incentive to target growth, while protecting the agency from financial losses. Ev...
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DUE DILIGENCE IN AN AGENCY SALE OR ACQUISITION by Al Diamond Proper Due Diligence permits you to assess the true earnings potential of any acquisition or merger poten...