I don't actually want to fail. However, the fact is that we learn near to nothing when everything is going...

INTERNAL PERPETUATION: KEY CONSIDERATIONS by Alfonso Ventoso Internal perpetuation is a realistic option for owners of healthy agencies to exit the business. In most cases, the desire to keep cont...

INTERNET SALES: VALUE TRUMPS PRICE by Steve Anderson I regularly read and follow a number of blogs written by people outside the insurance industry. Seth Godin is one of those people. He ...

IS YOUR AGENCY SENDING POLICIES ELECTRONICALLY? by Curtis Pearsall Electronic transmission of policies to clients has become far more common during the last couple of years -pro...

IS YOUR WEB SITE A POTENTIAL E&O HEADACHE? by Curtis Pearsall Does your agencys Web site present a potential Errors & Omissions headache? The answer could be yes. How...

Selling isn’t about making sales — it’s about engaging customers, entering into a conversation with them, and letting them respond when they’re ready to buy. That’s called marketing, and marketing makes sales. In this article, John Graham uses Krispy Kreme Donuts as an example of how a company finds ways to create excitement and build customer loyalty.

MANAGING DOWNSIZING, LAYOFFS, AND RIFS by Don Phin Many companies are facing the reality that they have no alternative to eliminating hours, reducing pay, or terminating employees nd...

MARKETING CLUSTERS - A MEANS OF GROWTH AND SURVIVAL by Jack Fries The benefits, drawbacks, and formation of a marketing cluster. Clustering has been around for ...

MARKETING: NICHES TO RICHES by Michael Jans The advantages of niche marketing are obvious to most agents. It's far easier to create compelling messages to a niche market than it is to c...

Focus on attracting customers not making sales.
With effusive CEO testimonials and countless articles and books describing how companies have transformed themselves into tightly focused, totally energized commerce machines, it would seem that change should be easy. But let’s face it: If it were simple, there’d be more of it. Even when the evidence for change is compelling, most companies continue to cling to the known and the familiar.