There is a video on YouTube by Jim Muehlhausen of CEO Focus called “Stop Selling Like It is 1985.” It...
Articles by Bill Schoeffler and Catherine Oak
Insurance producers sell roughly the same product as their competitor. The competitive edge often touted by producers is that their...
For many businesses and employees, the standard business model is for the employer to pay the employee a fixed salary...
There’s a very simple formula for getting whatever you want for your agency. This is so simple it seems trivial...
What ingredients make up a good account manager? What do you look for in terms of skills, knowledge, education and...
It’s time to get out the crystal ball to think about what trends might help or hurt the agency in...
Congratulations! You are an excellent salesperson and your business is growing. You first hired a customer service representative (CSR) to...
Last month’s “Minding Your Business” column explored a few reasons an agency might perpetuate the firm, the four common techniques...
Long before owners want to retire, perpetuation planning should begin. The four major techniques to transfer ownership of a business...
When an agency is started, most new owners will be happy to sell their products or services to anyone that...