THE POWER OF TESTIMONIALS by Jack Burke Preachers might have been the first to understand the power of te...

THE QUALITY SCORECARD by Al Diamond Without industrywide efforts to improve, the insurance industry will continue to be susceptible to alternative markets, alternative-distribution channels, an...

Many marketing managers and representatives may ask: "Why is a sales center important to me? Isn't it designed for niche- or target-marketing? How would this fit into my company, that wants Main Street business?"

Having a marketing-representative background provides me with a unique perspective on sales centers. I know that the marketing representative is much more than a "go-for" problem-solver, running down endorsements, acting as portable shrink between underwriters and agents, or being "the official news agency TAS," spouting party line. I know that marketing is the precursor to selling.

THE SERVICE CEILING: WHAT CAUSES IT, HOW TO RECOGNIZE IT, HOW TO BREAK THROUGH IT by E. Al Diamond We have a small Middle-Eastern restaurant in our neighborhood that is family ope...

When it comes to marketing, all too many agents are sinners. Many agents focus on the single client or prospect...

THE SEVEN DEADLY SINS OF MARKETING by John Graham Quite often, the problem is that companies fall into a marketing trap. In this article, John Graham explores the seven most likely reasons wh...

THE SEVEN HABITS OF HIGHLY EFFECTIVE INSURANCE AGENCIES by Al Diamond In 1989, Stephen Covey wrote his best seller, The Seven Habits of Highly Effective People. These habits...

THE STATE OF RISK-MANAGEMENT EDUCATION by Marcus Covas Professional designations are conferred by a professional body that has specific entry requirements, such as a code of ethics, a set of pra...

FRAUDBUSTERS: THE SWEET LITTLE OLD LADY by Barry Zalma The insured was 82 years old and bored. She had been born shortly after the turn of the century to a wealthy family of Connecticut merchant...

Before implementing a telemarketing campaign, several key issues need addressing to be sure your objectives are met.