Magazine

Patience is a virtue with social ROI. What should you say? Is anyone listening? And the biggest question of all: Is it worth all the work?

Are you tolerating underperformance from your salespeople? Assessing whether a sales rep is or could be delivering results is fairly straightforward—it’s a math problem.

Scott Schellin has a finger on the pulse of the Affordable Care Act. In fact, not much happens in the state and national legislative arenas without his agency being aware and involved.

His vibe is rock-star confident. His agency’s promo item is a purple guitar pick, imprinted with the phrase “We pick our clients.” The flip side bears a Foo Fighters-style agency logo.

By: Volume 111, No. 5

Producers are increasing their personal productivity through mobile apps, but integration with the back office is still necessary.

Making technology a revenue driver—rather than an expense—requires taking a hard look at staffing.

Is personal auto insurance a commodity? A McKinsey consultant and the Big “I” VU director debate the issue.

It may not happen very often, but dealing with a carrier downgrade or impairment can be labor-intensive for agency staff. Here’s how to handle it appropriately—and mitigate E&O exposure.

As new apps, devices and flexible work options continue to blur the lines between personal life and business, keeping up with the latest technologies is the only way to add a human touch to agency management.