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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.
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TRACK RENEWAL WORKFLOW by Grace Bauer Even in the most efficiently managed agencies, there are times when one hand really doesnt know what the other is doing. In this documen...
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TRACKING COMPLIMENTS AND COMPLAINTS by Troy Campbell Customer satisfaction is subjective on the part of consumers. It is how they feel about you and the product or service you provide. The diff...
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Whether you refer to them as trade secrets, books of business, or expirations, the major asset of an insurance age...
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TRAIN YOUR STAFF TO HANDLE PROBLEMS by Bill Cates Tell me if you agree with this statement; A relationship that has had a problem - that has been handled well - is a stro...