Most agencies are automated, some even using their second or third generation of automation. Many agencies load their policy data into the system, interface with their carriers and rarely access their paper files. Few agencies, however, are taking advantage of a well-managed client database. Gathering meaningful data that you can regularly manipulate is the key to successful database management.

MANAGING COMPANY RELATIONS by Carol Hammes In recent reports, I have addressed the changing nature of the relationship between the American agency companies and the independent a...

MANAGING SMALL ACCOUNTS by Carol Hammes Most independent insurance agencies consistently receive between 15% and 25% of their total revenues from their 10 largest accounts. If you think that your ...

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MARKET RESEARCH 101 -- DEFINING YOUR BUSINESS by Stephen Flowers Plenty of noise blurts about the value of service to an independent agency. Industry pundits keep repeating that su...

Before purchasing a car, computer, copier, or equipment, businesses do the usual due diligence. They do research, make comparisons, and then decide on the most appropriate product with the best value. John Graham explains why research is required before making an extensive marketing investment.

MARKETING TO BANKS: THE MGM APPROACH by Michael Manes The best definition of marketing is adapted from a quote in God's Little Instruction Book: 'If you want a glass of milk, you don't s...

MARKETING YOUR WEB SITE by Bill Wilson Now that you have your Web site up and running, how do you get new and existing customers to visit? Aside from the fact that it has to offer them s...

MAXIMIZE YOUR INTERNET PRESENCE! by Steve Anderson In an earlier article, I introduced the concept of Internet presence. To refresh your memory, heres what I said: For pas...

Six reasons why mergers and acquisitions fail.

Few business transactions pack the high-stakes potential of a merger or acquisition. Done well, the deal can help an agency attain new levels of prosperity. Done poorly, it can be crippling.