THE ROLE OF LIFE IN A MERGER Recently, we discussed the role and potential of Life/Health production in agency clusters. Related but different factors are involved in the buying, selling...

Many marketing managers and representatives may ask: "Why is a sales center important to me? Isn't it designed for niche- or target-marketing? How would this fit into my company, that wants Main Street business?"

Having a marketing-representative background provides me with a unique perspective on sales centers. I know that the marketing representative is much more than a "go-for" problem-solver, running down endorsements, acting as portable shrink between underwriters and agents, or being "the official news agency TAS," spouting party line. I know that marketing is the precursor to selling.

When it comes to marketing, all too many agents are sinners. Many agents focus on the single client or prospect...

THE SEVEN DEADLY SINS OF MARKETING Craig Shields, president, Direct Marketing Agency, Inc., Irvine, CA, recently identified seven categories of basic mistakes that make marketing expensive, wasteful,...

THE SEVEN MOST DEADLY SINS COMMITTED BY AGENCY MANAGERS by Robert Westin This article has nothing to do with morals. I'm not in the business of saving souls but of helping others ...

THE SIX -STEP SALES TRAINING PROGRAM FOR THE CSR by Dana Falardeau, CIC Train your CSRs to sell and watch your revenues grow! Who speaks to your customers more than anyone els...

THE SOFTENING MARKET: DON'T CHANGE HORSES by Rob Ekern Use these six proven ways to beat the soft market. Those of you who are historians will recall one of the grea...

THE STATE OF RISK-MANAGEMENT EDUCATION by Marcus Covas Professional designations are conferred by a professional body that has specific entry requirements, such as a code of ethics, a set of pra...

Investing in the right insurance cover is a process that demands a lot of back and forth and in-depth discovery and elevation. More than anything else, it is also a form of protective cover that is put in place to protect against any unwarranted or otherwise inflammatory risks or threats, should they appear at any given time. It sounds simple, and in some ways it is. However, because there are so many different types of insurance cover, it can be overwhelming, to say the least, to sift through them all.

THE STEWARDSHIP REVIEW by Scott Addis Use this powerful offensive weapon to impact your agencys bottom line. TIn the early years of my business career, I served as an Account E...