This provides an outline of a client contact program for Marketing Representatives.

MARKETING DEPARTMENT VERSUS PRODUCER MARKETING by the IIABA Virtual Faculty Although your agency has a Commercial marketing department, you have the option of marketing an account yourself ...

MARKETING MISTAKE: NOT UPSELLING, CROSS-SELLING, OR BACK-ENDING YOUR PRESENT CUSTOMERS by Stephen Anderson As every agency owner knows, identifying prospects an...

MAXIMIZING OWNERSHIP RETURN by Carol Hammes During the past several years, a relatively conservative investor could have achieved an annual investment return of 25% or more in the stock market t...

MERGERS: WHAT TO CONSIDER by Charles S. Watson, CPCU, CLU Last fall when we wrote the article about strategies for the '90s, we predicted that there would be an increase in merger activity al...

Follow this systematic approach to market planning and watch your sales and profitability grow. Today...

MONITORING RESULTS OF A TELEMARKETING DEPARTMENT Keeping track of your telemarketing efforts is important for many management reasons. By monitoring results, you can ascertain which of y...

MOTIVATION: GETTING OFF THE TREADMILL by Al Diamond Three agencies we visited had problems so similar that we decided to see just how many agents have the same experience, and the sa...

Motivation is tied closely to compensation, but the two are very different. Compensation is simply one form of motivation. There are many forms, all of which should accomplish one thing: encourage producers to sell and make them feel good about what they're doing and where they're doing it. A good motivational environment will help both Life and P/C producers. You should have a motivational atmosphere for your CSRs, as well. You should maintain a high recognition level in which all agency members can participate.

f you were managing a start-up band, would you depend solely on Lady Luck? Would you rely on Fortune dumping a great songwriter/arranger in your lap, great musicians who can actually get along, and a strong, powerful record company backing you? Would you just wait without searching for talent, obtaining signed contracts, securing studio time, or acquiring any backing? Of course not. Chris Burand wonders why so many agency principals take this approach to getting good producers.