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CONVERT PROSPECTS TO CLIENTS by Bill Cates Many factors go into converting a prospect into a client. However, theres one factor that most people who are trying to make the ...
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CORPORATE BRANDING: HOW TO STAY ORIGINAL WITHOUT LOSING YOUR IDENTITY by Varnell Del Vecchio Unfortunately, no matter where you look, there's an abundance of communication vehicles suffe...
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CRACKING THE EGG: DEALING WITH DIFFICULT CUSTOMERS by Dave Kahle Its easy to work with people you like, and its even easier to work with people who like you. But thats n...
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CREATE A MARKETING SYSTEM by Steve Anderson Ive been thinking a lot lately about how important a successful marketing program is for an agencys long-term health. It s...
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CREATING A LEGENDARY AGENCY by Al Diamond A 'legendary' agency is one that loses customers only when the customer dies, moves, or sells the business. It has a regular, measurable flow o...
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David and Goliath is no longer news. These days, all a boy needs to kill a big man is a gun instead of a sling and a rock. Similarly, technology has created a new world of competition. A David who understands technology can successfully compete against any corporate Goliath.
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The 'Jones Agency' (a fictitious name for a real agency) presented itself as a Multi-line P/C agency. 'Auto-Home-Life-Health-Business Insurance' were proclaimed on its...
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'Nothing happens until somebody sells something.' Traditionally, in the independent insurance agency that 'somebody'...
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CSRs WHO SELL: SHOULD THEY BE TREATED LIKE PRODUCERS? by Virginia Bates Put your money where your mouth is. Whether principals and managers assume that employees unders...
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CSRS: WHATS IN A NAME? by Jack Burke After considering this topic for years, Ive finally screwed up the courage to put it into words. The specific name that I&...