All the headlines from our Sales Topic Page, ordered by recency.
Dec 1 2003 // Hiring the wrong producer is what I call a $500,000 mistake. In fact, in analyzing the fallout from hiring the wrong producer, the mistake can often be greater than one-half million dollars. Believe me, I’ve been...
Nov 25 2003 // Seattle-based Safeco Business Insurance (SBI) has expanded its online sales platform to make it faster and easier for agents to sell workers compensation insurance to small businesses.The update means agents can go online...
Nov 17 2003 // The following agency compensation survey and commentary appeared in the March 2003 Middleton Letter, which was previously published by the late Carol Hammes, and is now produced by Marsh, Berry & Co. Inc. in...
Nov 17 2003 // Acres of Diamonds,” by Russell H. Conwell, is a story with an ageless moral of a man who dreamed of finding riches and fruitlessly traveled the world for decades in search of a diamond mine. Exhausted, tired, broke...
Nov 17 2003 // In this ever-changing world of privacy regulation and legislation, many in the insurance industry are left wondering, ‘Where do I fit in?’ There are a number of insurance agencies that use telemarketing to...
Nov 17 2003 // The following agency compensation survey and commentary appeared in the March 2003 Middleton Letter, which was previously published by the late Carol Hammes, and is now produced by Marsh, Berry & Co. Inc. in...
Nov 17 2003 // Acres of Diamonds,” by Russell H. Conwell, is a story with an ageless moral of a man who dreamed of finding riches and fruitlessly traveled the world for decades in search of a diamond mine. Exhausted, tired, broke...
Nov 3 2003 // In this ever-changing world of privacy regulation and legislation, many in the insurance industry are left wondering, ‘Where do I fit in?’ There are a number of insurance agencies that use telemarketing to...
Nov 3 2003 // So what is the going rate for agencies nowadays?” is the question we often hear from interested buyers and seller of agencies.Our answer always includes that the price paid is not directly related to the net...
Oct 20 2003 // One-on-One with Mark Wells, Publisher of the Insurance JournalBy Charles E. Boyle Despite his still somewhat boyish appearance, Mark Wells has been the publisher of the Insurance Journal for 33 years, a long time in any...
Oct 20 2003 // One-on-One with Mark Wells, Publisher of the Insurance JournalBy Charles E. Boyle Despite his still somewhat boyish appearance, Mark Wells has been the publisher of the Insurance Journal for 33 years, a long time in any...
Oct 20 2003 // Responding to a wish list of customer wants, AMS Services Inc. released Version 2.5 of PS4 Plus, chock full of new features to make agent’s lives a little bit easier. PS4 Plus is a commercial point of sales process...
Oct 6 2003 // When the Rule of 55 was first explained to me in 1981, it didn’t have much impact. In fact, I had never heard of the rule. After all, I was 42 years old and in charge of a rapidly developing insurance agency. I...
Oct 6 2003 // Louise “BeBe” Canter, senior vice president of Patterson/Smith Associates, Falls Church, Va., was installed as president of the Independent Insurance Agents & Brokers of America Inc. (IIABA) during the...
Oct 6 2003 // Louise “BeBe” Canter, senior vice president of Patterson/Smith Associates, Falls Church, Va., was installed as president of the Independent Insurance Agents & Brokers of America Inc. (IIABA) during the...
Oct 6 2003 // What is customer service?Customer service in an insurance agency is made up of four specific functions: Processing, Professional Advice, Production and Positive Communications. Processing For most CSRs in an agency,...
Oct 2 2003 // Bank subsidiaries must remain bound by all state insurance laws, including anti-rebating laws, the Independent Insurance Agents & Brokers of America (IIABA) told the Federal Reserve Board (Fed) in response to the...
Sep 22 2003 // In the face of rising healthcare costs, agents and brokers who sell employer-paid benefits might consider adding worksite to the mix.Worksite — a way of selling individual insurance policies to groups of employees at...
Jul 7 2003 // Today, more and more organizations are changing the way they view and pay their employees. The move is away from the traditional “cost-of-doing-business” concept. Successful businesses are developing creative...
Jun 9 2003 // Today, more and more organizations are changing the way they view and pay their employees. The move is away from the traditional “cost-of-doing-business” concept. Successful businesses are developing creative...