FIND OUT WHY YOUR CUSTOMERS LEAVE by Jack Fries It costs about five times more to obtain a new customer than to retain an existing one. Though companies spend thousands of dollars to cr...

At least 30,000 attorneys in the U.S. claim that they're practicing employment law. Statistically speaking, what holds true for any profession is true for employment lawyers: Half are above average and half are below average. How do you distinguish one from the other? How can you find out which lawyers or firms are in the top 5%? Don Phin discusses the questions you should be asking.

FINDING AGENCY PERSONNEL by John Caswell 'Good help is hard to find.' That old adage has never seemed more true, given the increasing difficulty employers are experiencing when looking to fill an ...

FIRST AID TIPS BASIC PROCEDURES FOR FIRST AID When a person is injured or ill, someone must take charge, send for a doctor, and apply first aid. The person taking charge must make a rapi...

Paying attention to business is one of the major benefits of a recession. Ford figured it out. So did Starbucks by bringing back the founding CEO, closing nearly 1,000 marginal stores and most significantly introducing their own instant coffee. This could be a brilliant move. While proudly passing up their $4 cup of coffee, we take the instant stuff home and keep a little Starbucks in our lives.

FIVE KEYS TO DYNAMIC SALES MEETINGS by Randy Schwantz It's Thursday afternoon and you're already thinking about Monday morning's sales meeting. You say to yourself, 'What a drain! Thi...

FIVE STEPS TO MARKET RESEARCH by Patricia Berry Patricia Berry offers five market research tactics that can help ...

To embrace — and benefit from — change, follow these guidelines.
Unrelenting and increasingly rapid change demands that the insurance industry rapidly uncover new ways to evaluate and respond to its marketplace.
I’ve worked with many highly successful insurance companies and agencies, helping them achieve higher levels of profitability through more sales, customer and employee loyalty, and retention. However, in many of these organizations, management remained blind to the dire need to change, despite its apparent desire to achieve higher profits. Managers can’t see the compelling need to change from the ways that allowed the organization to be successful in the first place.

FLESHING OUT PRESENT ACCOUNTS THANK YOU FOR YOUR INSURANCE BUSINESS! Dear (Customer Name): Perhaps we don't say it often enough, but we sincerely appreciate serving you. As independent insurance ...

FOCUS ON EMPLOYEES: THE KEY TO SUCCESS by Jack Burke Another lifetime ago, when I managed Hertz Car Sales, I made a point of hand writing little notes to our Hawaiian salesperson. Somehow, this...