Every once in a while, I write an article on trust accounting. Recently, I was searching my archives and came across one I'd written 20+ years ago. Nothing much has changed, so I feel I’m being redundant writing on this subject again and again. But many agencies and their CPAs do not know why or how independent insurance agency accounting is different. The problem is exacerbated by agency management systems that cannot handle insurance agency accounting. QuickBooks, for exam

Many producers and entire agencies are nervous about competing for larger commercial accounts. Perhaps they believe they’re too small, they don’t have all the services, they don’t have all the carriers, or they don’t have whatever. ​Success, especially in sales, is built on using your strengths rather than focusing on your weaknesses. Sales success is also built upon your competitors’ weaknesses. ​ Focus on your strengths. Whatever your strengths are, build them stronger, adv

A recent, very well-written article with great points, “Why Prevention is the New Protection,” by Daniel Grimwood-Bird, prompted me to write this article. His points are dead-on accurate about how a majority of auto accidents are almost 100% preventable with the right risk management tools. ​Excluding catastrophe losses, almost 100% of property claims are also preventable. Even catastrophe claims can largely be mitigated, minimized, or eliminated. And yet carrier pricing give