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As Gen Y grows into an increasing presence in the workforce, the old rules become irrelevant. Learn young agents' priorities as they sound off on mentors, work/life balance, sales strategies, legislative issues and more.

Direct sales to consumers of personal-lines products has been a major Auto and Homeowners insurance distribution platform for years, keeping the heat on independent agents and brokers to prove their added value if they want to retain market share. However, a day of reckoning on small-commercial business could be looming...

Direct sales to consumers of personal-lines products has been a major Auto and Homeowners insurance distribution platform for years, keeping the heat on independent agents and brokers to prove their added value if they want to retain market share. However, a day of reckoning on small-commercial business could be looming...

Product knowledge, IT and service to clients are essential components

The difference between selling commoditized personal lines auto insurance and designing coverage for the high end auto owner is like driving a Dodge Dart versus a Mercedes: Both cars will get you where youre going, but one of them is a lot smoother.

Finding ways to achieve ease of doing business needs to be the goal of not just insurance carriers, but independent agents as well.

Checklists, face-to-face meetings and visual inspections prevent surprise claims

Insurance companies have struggled to maintain a positive image for customer service, but it turns out that carriers might be doing a better job than banks, at least in keeping small-business consumers satisfied.