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Agency of the Month

    ADVANTAGE: BROKER

ADVANTAGE: BROKER

AGENCY OF THE MONTH ADVANTAGE: BROKER Canada agency offers online experience centered on service rather than price By Dennis H. Pillsbury There is a myth about marketing insurance on the Internet: It has to focus on price because the people who look for insurance coverage online are interested solely in shopping for the cheapest policy. But Cornerstone Insurance Services, Prince Albert, Saskatchewan, Canada, has become a myth-buster. They put to

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    LOOKING FOR NEW BUSINESS

LOOKING FOR NEW BUSINESS

Agency of the Month LOOKING FOR NEW BUSINESS Northern Michigan agency turns its sights southward By Jenny Berner When Donald Bartosh established Top O’ Michigan Insurance Agency (TOMIA) in Alpena in 1974, he clearly envisioned an agency that would provide insurance solutions to the people and businesses located in northern Michigan. Today, however, the agency has developed grander plans that include moving into areas outside the state, continuing a steady

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    EMPLOYEE OWNED, CUSTOMER CENTRIC

EMPLOYEE OWNED, CUSTOMER CENTRIC

Agency of the Month EMPLOYEE OWNED, CUSTOMER CENTRIC ESOP assures succession to include members of the 50-plus person extended family By Dennis H. Pillsbury How does Bender Insurance Solutions, Roseville, California, remain independent? That was a question that had to be answered as this Sacramento-area agency doubled in size in five years. “That made succession difficult,” according to President Maggie Bender-Johnson, CIC, MLIS, one of the representatives of the third

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    CREATING CUSTOMERS FOR LIFE

CREATING CUSTOMERS FOR LIFE

AGENCY OF THE MONTH CREATING CUSTOMERS FOR LIFE Alabama agency hits $6.5 million in revenue after three years By Dennis H. Pillsbury In 2015, Steve Nesbitt had just  completed a great year as CEO of one of the largest agencies in the Southeast. He was 56 years old and in his 16th year as CEO of the agency. Steve explains: “Life takes unexpected turns, and leaving that agency was one

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    A REAL MOM AND POP AGENCY

A REAL MOM AND POP AGENCY

Agency of the Month A REAL MOM AND POP AGENCY … becomes a high-growth operation as son implements unstoppable growth strategy By Dennis H. Pillsbury The world didn’t come to an end in2000 as many atrabilious prognosticators opined. The Millennium Bug proved less problematic than most predicted. However, it certainly was a trying year for Dan Butler, who was downsized from a Fortune 100 company. That meant finding another line

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