CUT WASTE FROM ADVERTISING This advice on reducing the cost of your advertising program by eliminating 'waste' comes from...

DEALING WITH THE PUBLIC Here's a real-life scenario from a CSR (KM) who felt she couldn't work with people effectively. After having worked in a large brokerage house in the same geographic a...

DEFEATING CUSTOMER LOYALTY by Jack Burke Its not the big things that will cost you customers. Quite frequently, its the small things that drive people into the arms of you...

Many in business have elevated the process of marketing to an almost magical, mystical level, either to help them maintain control, or because they don’t understand the process. In this article, John Graham examines six basic principles that will make marketing work.

How to create a calm, cohesive, and accountable working team.
Personnel challenges are not uncommon when you’re a manager. But how does a manager know if the root of the problem lies in the employee or the manager?

DEVELOP A LEGAL FEE MANAGEMENT STRATEGY BEFORE YOU NEED IT by John Beringer In a significant majority of lawsuits, legal fees outweigh t...

After an automated sales center is up and running, it's up to producers to act on the qualified leads that the sales center coordinator, assistant, and support staff have worked on.

Prospecting is an old term; replace it with "business development."

Business development requires a positive attitude, confidence, and discipline. The business development mind-set can be picked up by anyone who has a desire to step to the front line and just do what must be done. Commit to a business development plan of action, then organize and follow through.

DEVELOP JOB PERFORMANCE STANDARDS by Troy Campbell Successful companies have documented expectations of their associates' performance. They also have staff members who continually strive to do thei...

DEVELOPING A MARKETING PLAN (IN A DISTRESSED AGENCY) by Ken Buehler It is an uphill battle for a distressed agency to get back on track and sustain any level of growth if it f...

Open the way to sales success with these three keys to interacting with prospects.