If your marketing strategy hasn't changed in the past several years, it might be time to consider it. In this document, Jack Fries gives you seven tips for marketing more effectively in a hard market.

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...

SELECTING THE RIGHT LIFE PRODUCER Dear Dave, As president and sole stock- holder of a $3 million P/C agency, I have decided to set up a Life/Benefits department, probably as a sep...

Here's a letter I received recently:
Dear Dave:
I work for a $3.5 million P/C agency with about 60% Commercial and 40% Personal in premium volume. One in-house Life producer handles Commercial and Personal lines, sometimes with outside help. But she doesn't write any Disability policies at all; she considers Disability insurance a specialty that she doesn't want to sell. Should I try to talk her into it, pressure her into it, or just let it go? I don't want to add another full-time Life agent unless he/she would become profitable early on; it took two years for my present Life agent to reach profitability. What are my alternatives?

SELLING STRATEGIES: HOW TO BE THE LEAD DOG IN SALES by Emily Huling 'How does she do it?' 'Do you think he'd share his secret?' 'I hear her name all over town.' 'He ...

SELLING THE CHARITABLE POLICY Want an easy, effective way to enable people to do what they want to do-help their favorite charities and the community? Agents also help themselves and the agency. Like...

SERVICE: FUMBLING THE BALL by Brenda French Part one of this series by Brenda French takes a look at how poor service is costing the industry. The next two articles will discuss th...

Few steps of forming a business relationship have more importance than qualifying the prospect's interest and commitment. It's a high-payoff and high-value use of your time, and leads to a constructive outcome for both parties in the relationship.

Workers’ Compensation Insurance is an important product for employees. There are six common myths that surround this insurance, though. Debunk the myths so you can understand and maximize your benefits.

“Outrageous” might seem like an indefensible stretch or, more likely, a deliberate attempt to attract attention. While it may be both, it’s also accurate because it expresses views that fly in the face of the traditional marketing and sales “truths” that are passed on to those who obey them, mostly without question.