MARKETING WITH NEWSLETTERS by Jack Burke Newsletters. We see them every day. We subscribe to them, get them for free, market with them. We learn from them. But how much do we reall...

MARKETING: DO THE MATH by Michael Jans The words tell only half the story in marketing. Many people think marketing is sizzling sales copy, dramatic headlines, irresistible offers...

MARKETING: NICHES TO RICHES by Michael Jans The advantages of niche marketing are obvious to most agents. It's far easier to create compelling messages to a niche market than it is to c...

Focus on attracting customers not making sales.
With effusive CEO testimonials and countless articles and books describing how companies have transformed themselves into tightly focused, totally energized commerce machines, it would seem that change should be easy. But let’s face it: If it were simple, there’d be more of it. Even when the evidence for change is compelling, most companies continue to cling to the known and the familiar.

Follow this systematic approach to market planning and watch your sales and profitability grow. Today...

MINE THE INTERNET FOR PROSPECTS by Steve Anderson You can strike gold if you know where to look. A good place is the Internet. Insurance is all about making sales. And yo...

MONITORING RESULTS OF A TELEMARKETING DEPARTMENT Keeping track of your telemarketing efforts is important for many management reasons. By monitoring results, you can ascertain which of y...

OBTAINING X-DATES AND QUALIFYING PROSPECTS TELEMARKETING SCRIPT Producer: Maybe you can help me. Who is the person responsible for your Business insurance? IF THEY ...

Hello (PROSPECT NAME), this is (PRODUCER NAME) from the (ABC AGENCY). Do you have a moment?

OFFENSE OR DEFENSE? CONVERTING MANAGEMENT PROBLEMS TO OPPORTUNITIES by Virginia Bates The great teams in any sport succeed with a great offense that gets them points. While they ne...