FIVE KINDS OF CUSTOMERS DEMAND DIFFERENT TREATMENT There are only five types of customers in terms of the service they demand, according to Ketchem Advertising USA, an ad agency in Pittsburgh, ...

FIVE STEPS TO HIRING SUCCESS by Don Phin Many business owners struggle with the problem of hiring employees who care about the company. You can achieve this goal by following five ...

To embrace — and benefit from — change, follow these guidelines.
Unrelenting and increasingly rapid change demands that the insurance industry rapidly uncover new ways to evaluate and respond to its marketplace.
I’ve worked with many highly successful insurance companies and agencies, helping them achieve higher levels of profitability through more sales, customer and employee loyalty, and retention. However, in many of these organizations, management remained blind to the dire need to change, despite its apparent desire to achieve higher profits. Managers can’t see the compelling need to change from the ways that allowed the organization to be successful in the first place.

FLESHING OUT PRESENT ACCOUNTS THANK YOU FOR YOUR INSURANCE BUSINESS! Dear (Customer Name): Perhaps we don't say it often enough, but we sincerely appreciate serving you. As independent insurance ...

FOCUS ON EMPLOYEES: THE KEY TO SUCCESS by Jack Burke Another lifetime ago, when I managed Hertz Car Sales, I made a point of hand writing little notes to our Hawaiian salesperson. Somehow, this...

Today, an insurance professional must be an information specialist. Access to information can be vital in all specialized areas of insurance. Every agency has numerous books, both those published professionally and those published as company manuals and promotional materials, which are reference tools enabling more effective decisions. But where are the materials when you need them? Ideally, in a library using a database program and an efficient cataloging system.

FORMING RICHER CLIENT RELATIONSHIPS: THE CRM SOLUTION by Patricia Czech In the shallow end of the pool, the little tykes are splashing around with their water wings. You wade in waist h...

In early September, the credit reporting agency Equifax announced a significant data breach. Hackers were able to access the names, birth dates, Social Security numbers and addresses of 143 million consumers, which put their identity and credit at risk. A credit report freeze is one protective measure Equifax recommended. Every consumer, including you, should understand this protective measure as you protect your data, identity and credit.

GEM SCAM RECYCLED: AN OLD FRAUD RETURNS by Joel Volker Recycling isn't always a good thing. Here's an example of a form of recycling we hoped we'd never see again: An American broker recently con...

GET CUSTOMERS TO TOOT YOUR HORN AND BUILD YOUR BOTTOM LINE by Jack Fries Client testimonials offer a highly effective tool for building your sales and earnings. Marketing ex...