Public relations is all about credibility, without which you have little chance of getting your message across. In this document, Michael Maynard asks you to ask yourself, 'Would I buy it?'

MAKE YOUR CLIENTS FEEL APPRECIATED! by Catherine Oak At your next general staff meeting, ask your people what they can do to get each client they see to feel appreciated. Have a leader ga...

MAKING A SALE VS. HAVING A CUSTOMER excerpted from an article by Stephen Anderson While you as a CSR might not be directly responsible for selling new business, you are often asked to hel...

MAKING THE MOST OUT OF AN AGENCYBUSINESS COMBINATION by Carol Hammes Its what comes after the handshakes that counts. INTRODUCTION Youve done the groundwork for a ...

MANAGING PERSONAL LINES by Carol Hammes Continuing fierce competition in commercial lines is making the personal lines niche look much more attractive to those agencies searching for viable growth...

MARKETING: OPENING NEW TERRITORIES by Al Diamond Al Diamond focuses on planning methods that will help you move your business forward. Agents who havent yet formalized their p...

MAXIMIZING OWNERSHIP RETURN by Carol Hammes During the past several years, a relatively conservative investor could have achieved an annual investment return of 25% or more in the stock market t...

Gunther Gunderson had doubled the sales staff in his ski shop. Heidi Svenson, the shop's thermal underwear buyer, suggested that Gunderson might save money and take charge of his employees' medical insurance coverage by opening a Medical Savings Account (MSA). Gunderson was skeptical until Svenson showed him Section 105 (h) of the Internal Revenue code which allows employers to start MSAs for their employees' welfare.

MERGERS: THE SIX KEY ISSUES by Larry Morrison, CMA, CLU, ChFC and Gary Jacobson, JD Before considering an agency merger, read this article. INTRODUCTION The pressure to ...

MONITORING THE PLAN The monitoring process is almost as important as the actual plan. The agency's progress toward the plan's goals should be closely and carefully monitored. To make monitoring eas...