American Agent & Broker April 2004
Features
A new producer learns the ropes
AT AGE 27, after working for a telecommunications company for nine years, I was ready for a change. I had occasionally spoken with a local insurance agency and had considered a career as a producer. I was excited by the possibility of being in
Features
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Networks and clusters cite advantages they can offer to agents
Many agencies seem to be meeting these challenges by coming together with other agencies. In American AGENT & BROKER's 2004 readership survey, 22.4% of the respondents said they are part of an insurance agency "cluster" or network. Recently, we
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Going to the head of the class
You could almost say that everything I need to know about insurance I learned in high school. OK, maybe not everything, but my experience there did help me launch my career as a producer in the public entity niche and eventually make my way to the
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Teeing up business from country clubs
Any good caddy would recognize this as a trick question. A well-known rule limits golfers to a maximum of 14 clubs in a bag, with a two-stroke-per-hole penalty for violations. Of course, if you're carrying a bag at Augusta, you probably don't miss
Columns
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For The Manager: Will you do what it takes to develop new producers?
WHEN it comes to developing new producers, our industry has a dismal record. Thankfully, several new producer training schools are now available to help correct this weakness. A huge problem still plagues the process, though. Very little guidance or
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Strictly Sales: The basics of a personal marketing and business plan
MY LAST column ("Have a Quantifiable Plan to Sell New Business in 2004," January 2004) created quite a response. A number of producers asked, "How do you put together a personal marketing and business plan?" Let's review the basics. Remember, it's
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Policy Issues: As society goes to the dogs, check your coverage
Ancient Egyptians worshipped cats. Broadway performers sing about them (in "Cats"). In grunge rock circles, people still speak in awe of Bill the Cat (and the Boingers). So just what is it with homeowners insurance and dogs? Lately it seems claims
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Automation: The transforming power of real-time transactions
FIVE years ago Blockbuster Video was right on target in the home-entertainment industry, providing movies for rental on videotape and DVD. Now, however, another option seems to be at the cutting edge, as customers increasingly turn to movies that are
Departments
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Down To Cases
Despite interaction with client, agent found to have no duty to procure coverageAn architect in Utah decided to form his own firm in 1987. His business grew considerably; between 1995 and 1997, he made substantial investments in equipment and office
