GREAT PASSERS! IMPROVE TWO-WAY COMMUNICATION by Michael Manes You might be passing along great ideas - but are your listeners receiving them? Who are Joe Montana, Terry Bra...

GROUP INSURANCE IS EXPIRING Dear (Customer Name): As you may recall, ( ) from (Your Agency Name) spoke with you concerning your Group insurance. As you know, we are very interested in working with y...

HIGHER EXPECTATIONS EQUAL GREATER PROFIT MARGINS by Carol Hammes Greater profit margins and elevated agency values are the direct result of higher levels of productivity attained by...

HIRING, COMPENSATING, AND TRAINING TELEMARKETERS Hiring Telemarketers What do you look for when setting out to hire a telemarketer? Your first thought might be to go out and hire an experi...

NOTE: THIS LETTER IS MEANT TO BE USED IN CONJUNCTION WITH REFRIGERATOR MAGNETS LISTING INSURANCE AGENCY CONTACTS AND PHONE NUMBERS, AS WELL AS EMERGENCY FIRST AID TIPS AND HOSPITAL/POLICE NUMBER...

HOW A CSR CAN ASK CLIENTS ABOUT LIFE INSURANCE A group of Los Angeles gang members recently were taken rafting on the Colorado river. Street-smart toughs suddenly became timid boys fearful of...

Service seems to be a catch-all word for whatever seems to be lacking in our agencies. Most of us have identified service areas as most important...

In 1976, 12 insurance executives spent a day trying to pinpoint the reasons for their success. Their large insurance agency had doubled in size over the last three years. The company's employees had worked hard to achieve a high rate of referrals and were aggressive in their roles as producers. But what factors led to their astonishing success? How did they attract a client? And most of all, what made each client buy and renew year after year?

HOW TO BUY, SELL, MERGE OR PERPETUATE AN AGENCY by Larry Morrison and Gary Jacobson A Comprehensive Look at the Best Ways to Handle the Biggest Events in the Life of Your Agency ...

HOW TO HIRE A PRODUCER by Peggy Mika Agency principals must define positions when they set out to hire new producers. Are producers expected to bring in new business, service or round existing accou...