PROFESSIONAL DESIGNATIONS FOR CSRs by Mary Beth Bolen Education is often termed a 'ticket to success'-and with good reason! More and more career-conscious agents and their office-support perso...

PROFIT CENTER APPROACH TO SALES by Carol Hammes Use this proven method to analyze the profitability of every sale. Insurance companies, hungry for more business, have been cutting s...

Take a plain telephone-message note, check the 'please call' box, write a brief message, and send it to 100 P/C insureds for whom you don't yet write any...

PROSPECTING MOTIVATION Successful prospecting relies upon motivational discipline; it's the single most important contributing factor to it. Prospecting requires discipline, not as in punishment, b...

PROTECTING YOUR AGENCY'S MOST VALUABLE ASSET by Diane Herbert and Pamela Millard As an insurance agency, your focus is on developing new business and retaining customers. You need to do bo...

Prove It with CRM by Patricia Czech You have to prove yourself to your clients every single day. In the case ...

It's popular to hate the press these days. Between visions of Princess Diana's mangled black sedan and MSNBC's apparent broadcasting credo of 'all Monica, all the time,' it's easy to see why. Many who don't go so far as to hate the press still distrust it, thinking that a broadcaster's emotional ties begin and end with the Nielsen ratings. Again, given today's programming, this isn't difficult to understand.

PUNISHMENT BY COMPLAINT by Don Phin Many employers are easily frustrated by the amount of effort it takes to respond to even the most frivolous of employee claims. For example, if a disgr...

PUT YOUR ATTITUDE OF SERVICE INTO ACTION: I by Bill Cates You know that client retention is every bit as important as acquiring new clients. Your 'attitude' of service becomes a '...

REACTIVE AND PROACTIVE CSRs by Mary Beth Bolen Some people believe things happen to them, while others believe things happen because of them. Sometimes, people fluctuate between the two extremes...