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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...
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THE 'CHICKEN LITTLE' SYNDROME by Brian Burke 'Brokers to Decline as Direct Sales Gain,' read the headline of the lead story in the Agent/Broker section of a r...
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THE 10 BIGGEST MISTAKES IN HIRING by Don Phin Employee turnover, wrongful hiring, sexual harassment, violence in the workplace, employee theft ... the list goes on. A lot can go wron...
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You are not in control.
Your employees are volunteers.
There's no such thing as a long-term carrier relationship....
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THE 10 MOST COMMON INSURANCE AGENCY MARKETING MISTAKES: I by John Graham ...
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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.
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THE AGENCY MANAGEMENT PROCESS by Jack Fries Today, more than ever before, the independent agent needs to reduce expenses and increase income. In this document, Jack Fries expl...
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THE ART OF AWARD-GIVING by Jack Burke Recently I had the privilege of attending the annual conference of the Association of Image Consultants International. Attendees, consider...
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THE ART OF LISTENING by Jack Burke Picture yourself at your desk shuffling through some new paperwork you've just received from one of your companies. Propped to your ear is the telephon...
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THE ART OF MAKING SALES FROM THOSE WHO DO IT BEST by John Graham Although its certainly possible to teach people how to sell, its also possible to learn how to make sales fr...