Agency Operations

The Art of the Win-Win

Over the next year, you are going to hear me refer to our mission. And IIABA’s mission is very clear: To provide members with a sustainable competitive advantage.

Adjusting Expectations

Things have changed at Moore & Johnson in Raleigh, N.C. No one just hops in the car anymore to take a client to lunch; no one casually announces they’ll attend an outside meeting.

Family Ties to Main Street

Buying out your parents in your family-run agency? Check. Making relationships with siblings and in-laws work to run a business? Check. Trying to grow a small town, Main Street agency in a difficult economy? Check. New Big “I” Chairman Mike Donohoe has be

Can Agents Pay for Referrals?

An agent writes, “We have a relationship with a life insurance agent who has access to our clients and our files. He would like to split the commission on the p-c business that he refers to our agency. Can we split commissions with someone who does not ha

Fostering a Creative Culture in Your Agency

Innovation is arguably the corporate buzzword of the decade. Marketers have eroded its meaning through misuse and overuse; however, true innovation is no corporate cliché. It remains the driver of our marketplace and a key factor in the long-term success

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