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Have you ever bought or sold an agency? Did you use a consultant to structure the deal or did you do it yourself? If the latter, there’s a good chance…

Have you ever bought or sold an agency? Did you use a consultant to structure the deal or did you do it yourself? If the latter, there’s a good chance…

The #1 factor that distinguishes high from low producer production is goal setting. This article does not address the specific methodologies of goal-setting, but rather demonstrates how the goal-setting process…

According to consultant Chris Burand, “I have found that producers usually drastically underestimate the time required to quote and write an account.” Do you know how long it takes to quote…

As if I didn’t get enough punishment via our “Ask an Expert” service :-), at one time I served as one of the insurance “experts” at www.allexperts.com. During that brief stint, I…

According to a recent study, about 67% of apartment dwellers and house renters do not have an HO-4 (renters insurance) policy. What does this mean to you? Given the number…

The marketplace has been tightening up for the past year or so. Premium increases in the range of 15-50% (or even higher) have been anticipated. Now, with the events of…

Can agents compete with direct writers and others in selling insurance over the internet? According to IIABA member Gary Savelli of Basic West Insurance Agency in San Francisco, the answer…

In order to reach a desired premium, an insurer may ask if the agent wants to “chip in” commission, for example, reducing the commission from 15% to 10% in order…

Salespeople are often alone as they make sales calls. Many say they don’t get coached. Most are hungry for good feedback and would benefit greatly from it. However, you can…