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Today's carrier marketplace is quite diverse. While diversity among carriers provides agencies with opportunities to build a strong stable of carriers, it also requires them to more carefully investigate their carriers. Neglecting to do so can

I recently received one of the best presents of my career. An agent sent me a copy of an article I authored many years ago. A note attached to it said, "We've come a long way since then--thanks for getting us started!"Eight

I recently received one of the best presents of my career. An agent sent me a copy of an article I authored many years ago. A note attached to it said, "We've come a long way since then--thanks for getting us started!"Eight

I regularly encounter agency owners and managers who have relinquished management of their automation systems and, as a result, don't know how their systems work or how to use them effectively. Because most agency owners and managers are

I regularly encounter agency owners and managers who have relinquished management of their automation systems and, as a result, don't know how their systems work or how to use them effectively. Because most agency owners and managers are

Recent allegations of wrongdoing involving broker compensation have turned on an issue summed up by a question asked by a state insurance commissioner, "Which master do you serve?" In other words, do you work as an agent for the insurance

AGENTS and consultants often give me grief about columns in which I state that cross-selling is not a path to easy money and not an effective primary strategy for most agencies. My observation is simple: If cross-selling is so easy and effective, why

What works when it comes to employee motivation How do you motivate employees? Although employee motivation is not one of my areas of consulting expertise, I have made several simple observations over the years about what works in this area--and