In a complex and fluid business environment, this planning outline can help move your agency in the right direction.

“I’m farming as hard as I can but I know I’m not farming as smart as I can.”

USING PUBLICITY TO ENHANCE YOUR AGENCY'S IMAGE by LuNell Gilliland As money gets tight, many agencies instinctively react by cutting back advertising. To save money, they decrease the si...

USING SOCIAL MEDIA: PROPER PLANNING AND EXECUTION MAKES IT WORK by Curtis Pearsall Youve probably heard the numbers: the overwhelming majority of Americans use some form of social...

USING SOCIAL NETWORKS TO MARKET by Steve Anderson Steve loved to dazzle his high school science students with cool and unusual experiments. One of his favorite experiments was to drop a c...

Do you think reporters are human sharks who want to misquote, distort, and sensationalize? When you hear the word 'reporter,' does your instinct tell you to utter 'no comment'? Or instruct your secretary to tell the reporter you won't be in your office for, say, the next 11 years?

USING THE PHONE by Mary Beth Bolen When your phone rings, you may or may not know who is at the other end of the line; you'll only know for sure if you have a receptionist skilled in the art of...

John R. Graham is president of Graham Communications, a marketing services and sales consulting firm. Mr. Graham is the author of The New Magnet Marketing and of 203 Ways to Be Supremely Successful in the New World of Selling. He can be contacted at 40 Oval Rd., Quincy, MA 02170, (617) 328-0069, fax (617) 471-1504, e-mail [email protected], or visit www.grahamcomm.com.

VALUATION AND STRUCTURING OF BUSINESS COMBINATIONS by Carol Hammes There are three key elements that must be considered when valuing and structuring a business combination between insurance agen...

VALUING YOUR COMPANY STOCK WHEN OWNED BY AN ESOP by Irving Blackman Blackman-Kallick Copyright 1994, Irving L. Blackman C O N T E N T S CHAPTER: TITLE One: An Introduction Two: ...

VARIABLE QUESTIONS-AND SOME ANSWERS by Michael Flynn Is Variable Life here to stay? Will Variable Life dominate permanent insurance growth? These are questions many agents-a...