THE 10 COMMANDMENTS OF TELEMARKETING 1. Thou shalt cover thy database. Your database is constantly changing and must be reached many times to be fully informed about what you have to s...

The preceding article examined five common agency marketing mistakes, together with remedies for these errors. This second in a two-part series by John Graham provides a list of five more mistakes and the reality checks that can overcome them.

Mistake #6. Failure to base decisions on fact. Marketing isn't about what you want to sell; it's about what someone wants to buy.

THE ABCs OF NON-COMPETITION AGREEMENTS by Al Diamond Non-Compete Agreements have long been a source of dispute (and a lucrative source of income for many attorneys) when a departing em...

THE ART OF SALES REFERRALS Patricia A. Berry The top sales technique for acquiring new business does not involve your sales force! Yes, you heard right. If youre not doing referral...

This four-part article offers a step-by-step, comprehensive plan for growing your agency’s business.

THE CARDINAL RULE OF E-MAIL NEWSLETTER MARKETING: DON'T BE RUDE by Patricia Czech Focus on your e-message and its relevance to your readers when reaching out to them. The ...

THE CUSTOMER LIFE CYCLE AND HOW IT INFLUENCES YOUR SUCCESS by Lynn Thomas Your customers have four distinct stages in their life cycle development with your agency. Lynn Thomas explain...

THE CUSTOMERS OF AN INDEPENDENT INSURANCE AGENCY by Gary Holgate As a consultant, the first questions I ask agency owners concern their customers. This provides me with a feel for the agency and...

Follow these guidelines to develop a comprehensive, effective e-marketing program.
With spam at epidemic levels and phishing and virus attacks threatening the industry, e-marketers face the challenge of getting their messages through to the right audience, while following e-mail marketing best practices.
Although many of the principles that govern print and broadcast media apply to e-mail, e-marketing has its unique set of opportunities and pitfalls. Here is a list of do’s and don’ts to consider:

THE ELECTRONIC LOBBY by Jack Burke How the telephone can convey a positive first impression of your business. Salespeople who call upon businesses have a saying: The owner is the one outsi...