As 2017 draws to a close, insurance agents would do well to review their business and personal plans for the past year and make adjustments for 2018.

As we approach the end of 2017, and start planning for 2018, is reviewing and updating producer contracts on your to-do list?

Most sales have three distinct phases, but these techniques have to be taught, trained and managed.

Careful thought and preparation in advance of a client or prospect meeting is key.

Who is the most valuable person in your agency?

Allow me to share some of my personal experience with integration, and some of the issues you should be aware of.

Successfully executing a perpetuation plan will depend on how well your integration plan works, because if not, a lifetime of effort can disappear when the deal you finally made blows up.

Doing the 'right' things will build an inventory of qualified prospects for your sales pipeline and turn a suspect into a qualified prospect.