You are not in control.
Your employees are volunteers.
There's no such thing as a long-term carrier relationship....

THE 10 COMMANDMENTS OF TELEMARKETING 1. Thou shalt cover thy database. Your database is constantly changing and must be reached many times to be fully informed about what you have to s...

The preceding article examined five common agency marketing mistakes, together with remedies for these errors. This second in a two-part series by John Graham provides a list of five more mistakes and the reality checks that can overcome them.

Mistake #6. Failure to base decisions on fact. Marketing isn't about what you want to sell; it's about what someone wants to buy.

THE AGENCY MISSION STATEMENT An agency mission statement is a simple outline of the agency's overall goal. It should be phrased in terms of meeting the needs of current and potential cl...

THE ART OF SALES REFERRALS Patricia A. Berry The top sales technique for acquiring new business does not involve your sales force! Yes, you heard right. If youre not doing referral...

This four-part article offers a step-by-step, comprehensive plan for growing your agency’s business.

The Business Development Plan - Part 3 Of 4

THE CAJUN COYOTE: FROM PREY TO PREDATOR By Mike Manes With your competition evolving from day to day, so must your approach to marketing. WARNING: READ AT YOUR OWN RISK! Thi...

THE CONCEPT OF SHARING IN MENTORING AND MARKETING by Jack Burke When writing an article for IMMS subscribers, I often feel like I'm preaching to the choir. ...

THE CUSTOMER LIFE CYCLE AND HOW IT INFLUENCES YOUR SUCCESS by Lynn Thomas Your customers have four distinct stages in their life cycle development with your agency. Lynn Thomas explain...