MANAGING AGENCY WORKFLOW: GETTING THINGS RIGHT THE FIRST TIME by Grace Bauer Getting things right the first time depends largely on developing a program to review and audit procedures on a...

In recent reports, I have addressed the changing nature of the relationship between the American agency companies and the independent agents that have historically been the backbone of their sales force. A new type of distribution system is evolving out of the need to provide a more rational and cost-effective method of delivering the insurance product to the consumer. No longer are agency-company relationships based upon blind loyalty to a shared history but more upon the concurrence of strategic business and marketing plans.

MANAGING DOWNSIZING, LAYOFFS, AND RIFS by Don Phin Many companies are facing the reality that they have no alternative to eliminating hours, reducing pay, or terminating employees nd...

MANAGING SMALL COMMERCIAL ACCOUNTS by Cindy Brady, CIC In many agencies, 'small' Commercial accounts get over-serviced while larger accounts are under-serviced because both are treated the same. S...

MARKETING MISTAKE: NOT UPSELLING, CROSS-SELLING, OR BACK-ENDING YOUR PRESENT CUSTOMERS by Stephen Anderson As every agency owner knows, identifying prospects an...

An effective marketing program will benefit you, your carriers, and your clients.

Unless you meet your customer’s needs, there’s no room for an insurer — let alone your agency. If the company doesn’t make money, the entire system falters.

MARKETING TO GENERATION X by Jack Burke Look out, golden agers! Make room, boomers! Are you finally getting a handle on the needs of the senior citizen's market? Did you...

MARKETING YOUR WEB SITE by Bill Wilson Now that you have your Web site up and running, how do you get new and existing customers to visit? Aside from the fact that it has to offer them s...

MARKETING: AGE MATTERS by Steve Anderson The better you understand the thoughts, fears, motivations, and expectations of each generation, the better you will be able to market to, as well...

MARKETING: THE ART OF DIFFERENT by Jack Burke Creativity in marketing has become mundane. Today's marketing creativity seems to have devolv...