THE REALITIES OF DIRECT MAIL by Richard Barry 'I'm looking for cheap direct mail that works! Any ideas?' This is a legitimate question and worthy of discussion...

THE REALITY OF LIFE AND STRATEGIC PLANNING by Mike Manes Use these ingredients to create a planning entreacute;e nutritious food for thought! DISCLAIMER: &...

In the early 1990s a state insurance commissioner, in a Wall Street Journal front-page article, called insurance agents the 'buggy-whip makers' of the late 20th century. Several years later, you seem to be doing just fine, and in many cases, even better than investors in other areas. Kevin Stipe offers an overview of the insurance agency as an investment vehicle in this document.

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...