VOODOO VALUATIONS by Chris Burand People pay dearly for simple answers. And many insurance agencies pay dearly for 'voodoo valuations' because they offer a quick and inexpensive way t...

Have you ever considered what just one customer is worth to your business over a five to ten year period or longer? Carl Sewell is one of the nation’s leading Cadillac dealers. In his book, Customers for Life, Sewell calculates the amount of revenue an auto dealer could realize from an average buyer if the dealership could keep the customer for life. Would you believe $332,000? And that’s just one customer! In this article, Vicki Lenz shares her top 10 reasons for creating customer loyalty.

WHAT ABOUT THE YEARLY ACCOUNT REVIEW? by Grace Bauer Have you ever thought about completing a yearly account review of your insureds in Commercial and Personal lines? You might be thinking,...

WHAT BUSINESS ARE YOU REALLY IN? By Chris Burand What business areyou in? Examine this question carefully in this document by Chris Burand. A paradigm shift in focus from sellin...

WHAT BUSINESSES CAN LEARN FROM RECENT CORPORATE SCANDALS by Janine Reid Scandals and controversy can devastate a company regardless of size. Janine Reid examines these crise...

WHAT IS AN AGENCY WORTH? by Roy Phillips, CIC, CPIA Check out these four ways of determining an agencys value. Agency management cons...

WHAT IS TARGET MARKETING? by Thomas M. Maher The beat goes on. Yes, target marketing is still up there near the top of the corporate charts. But, according to an ...

WHAT MAKES YOU SPECIAL? by Pegi Flahault 'So, tell me a little about yourself.' Remember how important an intelligent and succinct response to that question was when you were out job ...

Far from just another sales technique or gimmick, Productive Selling Attitude (PSA) is a fundamental approach to making sales.

PSA is emerging from a clear understanding of how customers think, as well as from the expectations of suppliers and vendors.

Only those who are brutally honest with themselves really make it in sales - this means admitting that it is getting more difficult to "make the sale."

The obstacles to success are everywhere. Automated telephone systems serve as an impenetrable wall. The fear of making a wrong decision creates endless delays and false starts.

WHAT TO DO WHEN AN OWNER RETIRES by Al Diamond Retirement should never be a spur-of-the-moment decision, even if the temptation is frequent when carriers, customers, or em...