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"Strictly Sales" is written by the faculty of the Dynamics of Selling program. This month's column is from Tom Barrett, CIC, AAI. IF YOU have been thinks of selling your agency, an old saying might apply: You've missed the boat! At last the market is

AS U.S. domiciled companies increasingly do business abroad, more agents and brokers are discovering a need to expand their customary product offering beyond property and liability insurance to the oldest line of all: marine insurance. In particular,

Missing Link Can Doom Disaster Planning Agents must have backup systems to assure access to data and customer callsDisaster planning has been an industry issue ...

It Matters Who Pays Imagine a world without broker contingency fees. Better yet, what if the commission system was eliminated entirely?"We've come a long way ...

In this age of the Internet and burgeoning technology, the high-touch often is overshadowed by the high-tech. Far from being obsolete, however, social-service organizations are more important than ever, as are the agents who arrange their insurance

Riverboat Comp Case Moves To 5th CircuitThe attorney for a permanently moored New Orleans riverboat casino expects a recent ruling by a Chicago judicial panel ...

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

Bad Comp Structure Can Sink Agency Paying the same commission rate for new and renewal business stymies growthAgencies aren't just missing out on new business ...