CHANGE SERVICEPROCEDURES THROUGH PARADIGM THINKING by Mary Beth Bolen Paradigms are the rules, standards, and boundaries within which we live and work. With todays volatile e...

Have your insurance marketing email campaigns been showing inflated CTR numbers? This short article (3 minute read) will help explain what is going on and what you can do about it.

Closing a sale getting your prospect to say “yes” can sometimes be as easy as asking for it. Once you’ve laid the groundwork by qualifying your prospect, uncovering their needs, and showing how your product or service satisfy those needs, it’s time to ask for the order. Here are five tips to make this procedure simple and successful.

The cluster concept has been a popular one for doctors, dentists, realtors, and others for many years. Insurance agency clusters have been around for a few decades, but interest in them intensified during the hard market of the early 1980s. At that time, smaller agencies banded together to protect themselves against increasing carrier demands brought on by tighter market conditions.

COMMERCIAL LINES PRE-APPROACH Dear (Customer Name), HOW WELL DO YOU KNOW YOUR INSURANCE? With so many demands on their time, many business owners find it difficult to learn enough about t...

COMMONALITY BREEDS RELATIONSHIPS by Jack Burke We're more alike than we think. Relationships, whether face-to-face or cyber-distanced,...

COMMUNICATE WITH EMPLOYEES! by Al Diamond Treat your employees like customers - not children! Most agency principals have owned one or two agencies and have been ...

COMPANY CONTRACTS: DOUBLE YOUR BONUSES by Chris Burand If one company is willing to pay twice the bonus for the same results, the same book, the same ease of doing busin...

Very few employees will leave your agency simply for more money. They will usually have other valid (to them) reasons that, when also combined with a higher salary, push them to seek employment elsewhere. If a review of the compensation survey results (from another Middleton letter) confirmed that your agency is paying people within a reasonable range of 'average,' the level of compensation should not be of major concern. What you do have to worry about is how you are paying those dollars and how your management philosophy and style complement the overall compensation administration plan.

COMPREHENSIVE COVERAGE Dear (Customer Name): WHAT HAVE YOU GOT TO LOSE? Perhaps a lot, if you're relying on an insurance program that's outdated. There comes a time w...