I spent many years coaching high school football. Whenever a team was underperforming, we went back to basics: blocking and tackling. If your agency’s sales and retention are suffering from the current economy, or if you wish to enhance your performance, it’s time to reinforce the fundamentals of any sales organization: asking for referrals and developing accounts.

When it comes to prospecting, every agent has done his or her fair share cold calling on the phone, the White Pages in hand,...

YOUR WEB STRATEGY MUST CHANGE by Steve Anderson Go to your agencys Web site and look at the home page. Put yourself in the mind of a random person who doesnt know your agenc...