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THE TOP 10 MISTAKES IN AGENCY WEB DESIGN by Jack Fries Unfortunately, most independent agency websites communicate a bad image of the agency and provide little, if any, reason for a cli...
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THE WEB: A POTENT COMPETITOR by Chris Burand Internet sales of insurance hasnt conquered our industry, but it is a competitor. How do you combat it? At what price differ...
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THE WORLDS WORST KEPT SECRET: TRANSITION PLANNING IN INSURANCE AGENCIES by Al Diamond Agencies with Perpetuation Plans to transition management and ownership from o...
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THERES AN APP FOR THAT by Steve Anderson Mobile devices and the apps people use with them are changing how consumers interact with information. The programming and development tren...
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THINK BRANDING IS A MARKETING ACTIVITY? THINK AGAIN - IT'S A BUSINESS PROCESS by Richard Barry The marketing buzz word 'branding' isn't new. For years, companies have b...
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THREE DEADLY MISTAKES IN OUR ADVERTISING by Andrew J. Byrne We make three deadly mistakes in insurance direct mailings: the failure to be si...
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THREE TIPS FOR SETTING GOALS by Bill Cates As you set goals, consider these three guidelines. (Although most people dont think of the third one, its just as important as the...
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TIPS ON WRITING SALES LETTERS Sales letters have many purposes: to sell a specific product, to sell the agency image, to keep customers informed of new coverage options, to complement service f...
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TIPS TO HARNESS THE POWER OF THE MASTERMIND by Bill Cates If there is one book responsible for creating more millionaires than any other, my guess is it would have to be Think and Grow Ri...
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Use this proven technique to turn Commercial Lines prospects into clients.
Does this sound familiar? You go into a sales interview telling your prospect that you work for one of the best agencies in town. You tell them you give great service, represent 14 markets, and would like a chance to prove your value. As a result, they give you the chance to bid on their account, and you feel like you’ve got your first victory. Incidentally, when you asked if there were any problems that you should address, they said, no — they just wanted you to do what you could to keep their insurance costs low.