THE FOUR PILLARS OF AGENCY MANAGEMENT by Bill Schoeffler and Catherine Oak There's no single ideal way to set up and ad...

What we say does matter. Unfortunately, most of us don't listen to the words that we use. They might seem harmless, but what messages are we sending to others about ourselves and how we perform our jobs? In this article, John Graham looks at some of the words and phrases that we all utter on occasion. Very often, we use these phrases as excuses about why something didn't get done.

THE GENESIS OF MARKETING by Jack Burke 'In the beginning . . .' there was an idea. Then came the plan. Unfortunately, when it comes to marketing, the action often comes b...

THE HARDENING MARKET: PROBLEM OR OPPORTUNITY? by Jack Burke I never sold an insurance policy in my life, unless you include Credit Life insurance and Automotive Extended Care c...

THE HERO FACTOR-USE IT FOR REFERRALS! by Bill Cates One reason people like to give referrals is to help their friends, ...

In spite of those who claim that “marketing costs too much,” John Graham provides four major reasons why just the opposite holds true.

THE ILLUSION OF SERVICE by Al Diamond I recently tried a little experiment. Two agencies that I encountered expressed a great deal of pride in the degree of service provided by their staf...

THE IMPACT OF CLUSTERS ON AGENCY VALUE by Chris Burand In this document, Chris Burand addresses the question of how an agencys value is affected when it doesnt own...

THE IMPACT OF CUSTOMER CARE ON E&O by Jack Fries Does your customer service provide effective protection from current and future E&O losses? In October of 1991, an upscale ...

THE IMPORTANCE OF WORKING CAPITAL by Chris Burand Working capital is vital to survival especially in this hard market. In this document, Chris Burand explains the importance of worki...