Motivating support staff to help generate sales expands the network of potential customers. Here are some tips for putting together and operating an effective lead-generation campaign.

Reward them for leads as quickly as possible. If the payoff is quick, non-sales employees will be more motivated to provide leads.

Sometimes I think that the best thing that could happen would be for someone to take away the computer printer. Why? Because, every time I send an E-mail out to a large group, a third of the group will print the message even before reading it, a third will read it and then print it, and only the last third will simply read and delete it.

Dear (Customer Name), CUSTOMER SALUTATION GOES HERE THANK YOU! We appreciate your placing your HOMEOWNERS INSURANCE with (Company Name). We find that for convenience and service,...

NOW THAT I'VE GOT THEM, HOW DO I KEEP THEM? by Don Phin Employee retention is an issue that affects every company. A host of factors have played a role in retention in recent years: hist...

NURTURING CLIENT RELATIONSHIPS by Jack Burke I opened the book Relationship Aspect Marketing with some statistics that have withstood the test of time in relation to why businesses lose t...

Hello (PROSPECT NAME), this is (PRODUCER NAME) from the (ABC AGENCY). Do you have a moment?

In the next few years, you'll probably be devoting more time and resources to Life and Health insurance products - that is, if you're at all like the estimated 2,000 independent agents who participated in the "Future One Agency Universe Study."

The study shows that independent agents are increasingly aware of the need to be full-service insurance providers. Agents who have traditionally focused on Property/Casualty insurance see the need to expand more aggressively into Life and other types of insurance products. In fact, slightly more than half the agencies surveyed said that over the next three years, they'll devote a higher proportion of agency resources to Life and Health products.

ONE-MINUTE WEB ADVICE by Jack Fries Your Web site is the first thing that many people will ever discover about your business. In this document, Jack Fries tells you how to make ...

ONLINE COMMUNICATION: ACCENTUATE THE POSITIVE! by Jack Fries The catastrophe of September 11 has shaken our nation. What can you do to assuage some of the feelings of fear and anxiety ...

ONLINE EDUCATION FOR RISK AND INSURANCE PROFESSIONALS By Marcus Covas Griffin Communications, Inc. According to a Wall Street Journal article, theres been a dramatic increase in the number o...