SELECTING AND HITTING YOUR TARGET MARKETS by Thomas R. Chapman, CIC, CPCU Target marketing is a great technique for writing new business. But to implement it effectively, an agency must choo...

SELECTIVE CLAIMS SERVICE? by Jack Burke Relationship marketing includes caring that your clients claim is handled properly and that the 'other party' is properly taken ...

SELF-INSURANCE ADMINISTRATION/CAPTIVES IN A HARDENING MARKET by Carol Hammes Self-insurance programs, captives, and risk retention groups will grow dramatically as premiums increase. U...

We'd like to introduce ourselves. We're (Your Agency Name), and we've been in business in ( ) for more than ( ) years. It's been our...

Although the technology is in place to sell insurance via the Net, consumers aren’t giving up the one night a year when they sit in their living rooms and listen to their agent pontificate about the advantages of "Plan A" versus "Plan B."

This dynamic might be changing. Insurers have cleared a huge hurdle for online sales — the need for a customer signature — either by using credit cards to bind coverage until the policy can be issued or by legalizing electronic signatures. Despite this advance, a very low percentage of insurance transactions are being handled online.

SIMPLE WAYS TO DIFFERENTIATE YOUR AGENCY by E. Al Diamond Every year, I see agencies struggling with the problem of how to differentiate themselves from their competition. This is an especi...

SOFT MARKET - EMPHASIZE SERVICE Dear (Customer Name): WHEN IT COMES TO SERVICE, (Your Agency Name) STANDS ALONE. We know you expect top-quality insurance service at an affordable price. At (Your Ag...

SPEED: A NEW ENTITLEMENT by Jack Burke A benefit or a gift can quickly become something the receiver expects to get. Customer satisfaction, for instance, was originally a goal for businesse...

SPREADING LIFE WEALTH AMONG EMPLOYEES by George Nordhaus Dave Warren of Dodge, Warren and Peters, Torrance, California has a whole new insight into how to get many people in the age...

STAND TALL WITH STEWARDSHIP REPORTS by Rob Ekern Don'tbe left dangling on the hook of price and commodity. Stewardship is one of the most important techniques that agents and br...