TELEPHONE TECHNIQUES by Mary Beth Bolen A business telephone is like a window: The telephone allows a person to 'see' into your company without ever walking through its doors. Moreover, you ha...

TELEPHONE TIPS FOR THE FAINT OF HEART by Mitchell Axelrod The telephone is one of the most powerful business tools ever created. But too many people underuse it. Are you making...

In this document, Jack Fries excerpts questions from the Sales Success Profile, a sales skill test developed by Lousig-Nont and Associates (Las Vegas). The Sales Success Profile is the only sales test on the market based on assessing actual selling skills, not personality.

Dear (Customer Name), (Your Agency Name) is proud to serve you. By choosing to place your...

THAT PERSONAL TOUCH by Grace Bauer Are you still sending those personal thank-you notes to your insureds throughout the year? How about the initial claim letter expressing your concern an...

THE lsquo;BLENDED CUSTOMER CONTACT CENTER by Patricia Czech Patricia Czech examines how contact centers can respond to fluctuating traffic across multiple communication cha...

THE lsquo;IM NOT A COMPUTER PERSON AGENCY OWNER by Jack Burke Anyone in a leadership position walks a fine line everyday, balancing the needs of clients and emplo...

THE 10 COMMANDMENTS OF CUSTOMER SERVICE by Al Diamond These guidelines by Al Diamond for offering your customers world-class service speak for themselves. 1. Do things right ? e...

THE 10 MOST COMMON INSURANCE AGENCY MARKETING MISTAKES: I by John Graham ...

The preceding article examined five common agency marketing mistakes, together with remedies for these errors. This second in a two-part series by John Graham provides a list of five more mistakes and the reality checks that can overcome them.

Mistake #6. Failure to base decisions on fact. Marketing isn't about what you want to sell; it's about what someone wants to buy.