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.

MAXIMIZE PERSONAL LINES PROFIT WITH BEST PRACTICES TIPS by Shirley Lukens Many agencies are looking at Personal Lines as an important source of revenue. In the current Best Pr...

MAXIMIZE PROFITS WITH CONTINGENCY CONTRACTS by Chris Burand Make sure that youre getting all you can out of your contingencies. According to the Academy of Producer Insu...

MAXIMIZE THE CROSS-LINE SELLING OPPORTUNITY IN YOUR AGENCY by Harlan Warthen Maximizing the cross-line selling opportunity in your agency can generate thousands of dollars in new busine...

MAXIMIZE YOUR INTERNET PRESENCE! by Steve Anderson In an earlier article, I introduced the concept of Internet presence. To refresh your memory, heres what I said: For pas...

MAXIMIZING OWNERSHIP RETURN by Carol Hammes During the past several years, a relatively conservative investor could have achieved an annual investment return of 25% or more in the stock market t...

MAXIMIZING YOUR PR POTENTIAL by Steve Lawrence 'This industry needs all the good PR it can get,' says Steve Lawrence, insurance consultant and marketing expert. 'And in the long run, no one d...

MEASURING CUSTOMER SATISFACTION by Brenda French We have found that companies must effectively manage the process of customer satisfaction to gain and retain profitable customers. However...

MEASURING SUCCESSFUL TRAINING by Emily Huling Although the result of staff training isn't always tangible, there are ways to gauge its effects. Emily Huling tells you how to assess...

MEDIATION AS AN E&O CLAIM STRATEGY: PRO AND CON by Ken Buehler Mediation might or might not be an effective way of settling E&O claims. Most Errors and Omissions (E&O) cla...