VOODOO VALUATIONS by Chris Burand People pay dearly for simple answers. And many insurance agencies pay dearly for 'voodoo valuations' because they offer a quick and inexpensive way t...

WALKING THE TALK: WHEN AN AGENCYS SERVICE STANDARDS FAIL by Al Diamond Every agent with whom we speak tells us that their primary product is service. The agency provides such a high leve...

Follow this six-step program to keep ahead of the pack.
The idea of 'value-added' is changing. The term has become so overused that it's now of little value to most customers. So-called value-added resellers stay in business by discounting, rather than adding anything significant to their products. In service businesses, value-added usually means a few bells and whistles rather than extraordinary service.

WHAT BRANDING IS NOT by Patricia Berry Developing a consistent message is difficult when consumers can share their exp...

WHAT BUSINESS ARE YOU REALLY IN? By Chris Burand What business areyou in? Examine this question carefully in this document by Chris Burand. A paradigm shift in focus from sellin...

WHAT BUSINESSES CAN LEARN FROM RECENT CORPORATE SCANDALS by Janine Reid Scandals and controversy can devastate a company regardless of size. Janine Reid examines these crise...

WHAT DO CUSTOMERS WANT? by Chris Burand Visitors to www.ebix.com , an insurance portal Web site, were asked what their top concern was in purchasing insurance. As many as 56% of respond...

WHAT IS AN AGENCY WORTH? by Roy Phillips, CIC, CPIA Check out these four ways of determining an agencys value. Agency management cons...

Selling today is filled with contradictions. E-mail enhances our connectivity, but the number of E-mail messages is often so overwhelming that they go unanswered. Voice mail brings us together, but voice mailboxes are often clogged.

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