CUT WASTE FROM ADVERTISING This advice on reducing the cost of your advertising program by eliminating 'waste' comes from...

DEFINE SERVICE TO YOUR CUSTOMERS SERVICE ABOVE AND BEYOND Most agents, when asked by the consumer why he or she should do business with them, will say, 'Because we give great service.' But w...

DESIGN A WORD-OF-MOUTH MARKETING CAMPAIGN by Patricia Berry Many companies mistakenly believe that WOM is just s...

DEVELOPING BROKER SERVICES AGREEMENTS by Gary Griffin This document by Gary Griffin illustrates the detail with which you can draft a broker service agreement and paves the way for you ...

DISASTER PLANNING FOR AGENTS by Steve Anderson If we arent prepared to deal with a disasters effects on our own operations, we wont be in a position to help our cli...

Roughly defined, disintermediation means removal of the middle man. Do a linear projection based on historical forces and you'll conclude that the disintermediation of the agent from the Personal lines process is inevitable. After all, when Warren Buffet, Conning & Company, banks, large insurance companies, and others agree on something, they must be correct, right?

DO YOU HAVE A GOOGLE PRESENCE? by Bill Cates When someone tells you about a resource (person, store, vendor, service, etc.) do you Google them first? I know I do. When othe...

DO YOU REALLY CARE ABOUT YOUR CUSTOMERS? by Emily Huling Well, of course you care about your customers! At least, you believe you do. How do you show it? If you're like most of the sales...

DOES A BANKING RELATIONSHIP MAKE SENSE FOR YOU? by Chris Burand Banks are buying agencies, agencies are developing relationships with banks, insurance companies are opening banks, and a dozen...

DOES EVERY CUSTOMER'S OPINION COUNT? NO! by Chris Burand A customer at a luxury car dealership complained to the salesperson, 'These additional features are unnecessary and certainly n...