NEW PRODUCER RECRUITING: A GROWING CONCERN FOR AGENCIES by Suzy Hammett The more effective your producer recruitment program, the healthier your bottom line. As an agency expands, it...

NEW S CORPORATION RULING: AVOID TERMINATION TRAP by Irving Blackman Is your company an S corporation or thinking of becoming one? S corporation status is the usual choice for most closely held b...

NEW WAYS TO DISTRIBUTE WORK LOADS A customer's name shouldn't matter when they're calling for assistance! Most CSRs have an assigned section of the alphabet for which they are responsib...

Procrastination is the greatest labor-saving device ever invented. Agency owners look at various changes they can make in their agency and say, 'This is a great idea and I’ll implement it as soon as I can get around to it.' In this document, Jack Fries suggests that you eliminate the talk and resolve to take action in the New Year — and watch your profits grow.

NICHE MARKETING: ATTRACTING ASSOCIATIONS GOING CAPTIVE by Raymond T. King, Jr. The letter below recently was received from the executive director of a trade assoc...

Call it branding. Call it marketing. Call it whatever you want. But it has the singular objective of motivating the right customer to want to do business with a particular company or to buy a particular product or service. In this document, John Graham lays to rest some common misconceptions on the role of marketing.

NO EXCEPTIONS by Grace Bauer 'Harm me once, shame on you. Harm me twice, shame on me.' In other words, we should learn from our mistakes. Better still, learn before you ever make...

NOW IS ALWAYS THE BEST TIME TO SELL YOUR AGENCY, RIGHT? by Chris Burand According to a number of recent articles, small business owners should sell their businesses today to avoid large i...

Remember, as salespeople we want to hear objections. When buyers send out these signals, they're giving you clues about their interest. Give the buyer a chance to make the decision based on the information you've provided. If you've done a good job throughout the sales process, the objections you hear should enable you to reconfirm your value to the buyer and close the sale.

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 ...