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THE CUSTOMER LIFE CYCLE AND HOW IT INFLUENCES YOUR SUCCESS by Lynn Thomas Your customers have four distinct stages in their life cycle development with your agency. Lynn Thomas explain...
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THE CUSTOMERS OF AN INDEPENDENT INSURANCE AGENCY by Gary Holgate As a consultant, the first questions I ask agency owners concern their customers. This provides me with a feel for the agency and...
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In the realm of technology, Don Tapscott, keynote speaker for ACORD Technology Conference '97, holds the crystal ball. His book, The Digital Economy, has influenced the direction of automation in the corporate world. Excerpts from an interview with Tapscott, published in In ACORD magazine, follow.
Today we are witnessing the early, turbulent days of a revolution as significant as any other in human history. A new medium of human communications is emerging, one that may prove to surpass all previous revolutions, including the printing press, telephone, television, computer, in its impact on our economic and social life.
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THE EIGHT DEADLIEST WORDS AND PHRASES IN INSURANCE by Gary Blake Many of us become so dependent on templates and fill-in-the-blank processes for communicating that we sometimes overlook the ...
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THE ELECTRONIC LOBBY by Jack Burke How the telephone can convey a positive first impression of your business. Salespeople who call upon businesses have a saying: The owner is the one outsi...
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Occupational illnesses suffered by telemarketers have risen from 18% of all illnesses in 1981 to 62% in 1992. You may have heard complaints of stiff or sore necks, backs, hands, wrists, arms, elbows, and shoulders. Or you may have seen an increase in Workers Compensation claims from insureds who have their own telemarketing or call centers.
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THE FACTS OF LIFE ABOUT PERSONAL LINES - AND HAVING A WELL-TRAINED STAFF by E. Al Diamond Now more than ever, the generation of Personal Lines as a viable part of your agency will be depen...
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THE FIVE WAYS AGENTS GET FIRED! by Rob Ekern Independent agencies and brokerages are facing a growing threat to their middle market Commercial clients. These firms are being squeezed from...
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What we say does matter. Unfortunately, most of us don't listen to the words that we use. They might seem harmless, but what messages are we sending to others about ourselves and how we perform our jobs? In this article, John Graham looks at some of the words and phrases that we all utter on occasion. Very often, we use these phrases as excuses about why something didn't get done.
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THE ILLUSION OF SERVICE by Al Diamond I recently tried a little experiment. Two agencies that I encountered expressed a great deal of pride in the degree of service provided by their staf...